KAM Modern Trade

Key Responsibilities:

1. Key Account Management & Business Growth

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• Oversee complete business management for strategic modern trade accounts such as D-Mart and Reliance.
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• Create and execute Joint Business Plans (JBPs) aligned to volume growth, revenue expansion, and profitability objectives.
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• Identify and capitalize on growth opportunities by expanding product listings, enhancing in-store visibility, and driving activation initiatives within accounts.
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2. Sales Strategy & Execution

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• Deliver monthly, quarterly, and annual sales objectives across assigned key accounts.
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• Analyse performance at category, SKU, and store levels to identify improvement opportunities and drive sales acceleration.
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• Ensure consistent product availability through effective order management and strong service level adherence.
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3. Commercial Management & Negotiations

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• Lead commercial discussions covering margins, trade terms, promotional agreements, and annual business contracts.
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• Manage account-specific investment budgets including trade schemes, discounts, and promotional spends.
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• Maintain adherence to company pricing frameworks, contractual obligations, and commercial policies.
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4. Operational Effectiveness

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• Collaborate closely with supply chain, finance, merchandising, and category teams to ensure smooth execution of account operations.
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• Address invoicing discrepancies, payment follow-ups, and claim settlements efficiently.
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• Monitor and improve operational KPIs including OTIF performance, inventory coverage, and product freshness standards.
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5. Business Analytics & Performance Reporting

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• Analyse sales data, category trends, and competitive activity to support strategic decision-making.
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• Develop periodic performance reports and dashboards, presenting actionable insights to senior stakeholders.
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6. Promotions & In-Store Visibility

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• Plan and implement promotional campaigns, in-store activations, and visibility initiatives across modern trade partners.
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• Evaluate promotional effectiveness and optimize investments to improve return on spend.
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