Role Overview:

The National Key Account Manager/Head – Modern Trade will be responsible for developing and executing sales strategies across national & regional Modern Trade chains (organized supermarkets & hypermarkets). The role ensures achievement of sales, revenue, and profitability targets while building strong long-term partnerships with key MT accounts at a national / regional level.

Key Responsibilities:

1. Business Development & Strategy

• Develop and implement Modern Trade sales strategy aligned with organizational goals.
• Identify new opportunities within regional and national modern retail trade channels.
• Plan & execute annual business planning and Joint Business Plans (JBPs) with key MT retailers.
• Plan & execute annual marketing calendar for MT.
• Plan & execute NPI listings, Assortment Rationalizations, Seasonal/Festive products listings.

2. Key Account Management

• Manage relationships with National & Regional modern trade accounts (e.g., D-Mart, Reliance, More, Star Bazaar, Spencer’s etc.).
• Drive visibility, in-store activations, promotions, and category development initiatives.
• Negotiate TOTs, margins, and marketing spends with retail partners.

3. Revenue & Sales Achievement

• Achieve monthly, quarterly, and annual sales & profitability targets for Modern Trade
• Monitor secondary sales, off-takes, outlet penetration, and category share.
• Track sales performance through data analytics and take corrective measures.

4. Operations & Execution

• Coordinate with supply chain, distributors & sales team for timely product availability and fill rate improvement.
• Ensure effective execution of merchandising standards and planograms.
• Lead new product launches and promotions in Modern Trade channels.

5. Team Leadership & Coordination

• Lead a team of ASMs, MT Executives, and Merchandisers/promoters.
• Collaborate with Marketing, Trade Marketing, Finance, and Supply Chain teams.
• Train, mentor, and build a high-performing Modern Trade sales team.

6. Market Intelligence & Insights

• Track competitor activities, pricing, and promotional strategies.
• Analyse consumer buying patterns and category trends in modern retail.
• Provide actionable insights to management for decision-making.

Key Skills & Competencies:

• Strong expertise in Modern Trade sales and account management.
• Negotiation & relationship-building skills with senior retail stakeholders.
• Analytical skills with ability to interpret sales data & market insights.
• Strong leadership & team management capabilities.
• Excellent communication, presentation & interpersonal skills.

Qualifications & Experience:

• MBA / Postgraduate in Sales & Marketing.
• 10-12 years of experience in FMCG (Food, Beverages, Snacking, Confectionery) sales, with at least 6 – 8 years of handling Modern Trade at national / regional level.
• Proven track record of managing national modern trade accounts and delivering business growth.
• Must have managed DMART &/or Reliance Smart nationally.
• Must be well versed with DMART/Reliance Smart operations and way of working.