National Key Account Manager - Modern Trade & eCommerce - FMCD

Having a position for National Key Account Manager - for a reputed consumer durable company in Kolkata.

Position Overview:

The National Account Manager (NAM) is responsible for planning and achieving sales targets for Key Accounts across India, working with the Modern Trade (MT) team. This role focuses on growing the Large Format Retail segment of the organisation.

Key Responsibilities:

- Lead sales operations and drive business growth in offline retail chains. (Primarily Dmart & Reliance)

- Maintain and expand relationships with large retail customers to achieve sales goals.

- Represent all product categories to MT Retail Customers and ensure customer needs are met.

- Develop and execute sales plans for retail chains in Modern Trade.

- Achieve annual operating plan (AOP) targets within budget.

- Create growth strategies and joint business plans with retail chains.

- Negotiate and finalize trade terms with retail chains.

- Manage relationships and execution KPIs with retail accounts.

- Identify market opportunities and support Key Account Managers in customer interactions.

- Establish budgets and price points, and monitor performance.

- Review team performance and business health with leadership.

- Analyze competitive products and pricing for strategic planning.

- Maintain a positive team culture with low attrition and high morale.

- Coach and develop the sales team for high performance.

- Monitor team performance and recommend training programs.

- Ensure timely collection of payments as per company policies.

Reporting Structure:

Reports to: MT & E-Commerce Head

Based in: Kolkata

Direct Reports: 3 Key Account Managers

Peer Relationships: MT Execution Lead and E-Commerce Lead

Internal Interfaces: Marketing, Supply, and Finance teams