MT – Key Accounts Manager

Drive sales, distribution, and visibility of company products across Modern Trade channels (supermarkets, hypermarkets, department stores, retail chains such as Reliance Retail, Big Bazaar, More, Spencer's, D-Mart, etc.), while managing key account relationships and ensuring profitable growth. 

Key Responsibilities

Manage and grow relationships with Modern Trade key accounts (regional & national chains)

Achieve monthly/quarterly sales targets (volume & value) for the MT channel

Negotiate trading terms, listing fees, promotional plans, and margins with retailers

Plan and execute in-store promotions, visibility drives, and merchandising activities

Monitor stock availability, fill rates, and minimize out-of-stock situations

Track competitor activity, pricing, and shelf presence within MT outlets

Coordinate with supply chain/logistics for timely order fulfillment

Manage trade spends and promotional budgets within P&L guidelines

Prepare sales reports, forecasts, and account performance reviews

Build joint business plans (JBPs) with key retail partners

Ensure compliance with retailer-specific processes (PO management, invoicing, claims settlement)

Lead/mentor a team of MT executives/merchandisers, if applicable

Key Skills & Competencies

Strong negotiation and key account management skills

Understanding of retail/category management and trade marketing

Analytical skills — sales data, market share, ROI on trade spends

Relationship management with senior retail buyers/category managers

Proficiency in MS Excel/PowerPoint; exposure to SFA/DMS tools is a plus

Good communication and cross-functional coordination ability

Qualifications & Experience

Graduate

3–8 years of experience in Modern Trade/Key Account Sales within FMCG, consumer durables, or retail

Prior experience handling national/regional retail chains preferred