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Job Description

ESSENTIAL QUALIFICATION & EXPERIENCE:

• Graduate mandatory; MBA preferred
• 8–12 years of experience in FMCG / Consumer Healthcare / OTC / Consumer Products
• Strong experience in Modern Trade / Super Markets / Key Account Management
• Proven track record of managing large customers and delivering revenue and profitable growth
• Strong experience in customer negotiations, trade spends, promotions, listings and account planning
• Experience in NPD launches, shopper activations and distribution expansion preferred

Band: 3A

KEY STAKEHOLDERS: EXTERNAL

Super Market / Modern Trade Chains, Key Account Buyers & Category Managers, Distributors / Channel Partners, Merchandising & Activation Agencies

KEY ROLES / RESPONSIBILITIES

1. Business & Profitable Growth

• Own revenue, growth and profitability targets for the Super Market channel / assigned key accounts
• Drive growth of Power Brands and deliver business targets from NPDs
• Identify opportunities for range expansion, premiumisation, new stores and new accounts
• Monitor account-wise performance, profitability and trade investment effectiveness

2. Key Account Management

• Develop and execute Joint Business Plans / annual account plans with key customers
• Build strong relationships with buyers, category managers and key customer stakeholders
• Lead commercial discussions covering pricing, promotions, trade terms, visibility and business plans
• Conduct periodic business reviews and drive closure of agreed actions

3. Distribution, Listing & Assortment

• Drive distribution expansion across Super Market accounts and new coverage
• Own listing / linking of new products and expansion of assortment
• Improve SKU availability and execution across stores
• Identify white spaces and opportunities for incremental distribution

4. Shopper Activation & In-store Execution

• Drive key customer activations, visibility and promotional programmes
• Deliver promoter-store objectives and improve productivity of promoter-led stores
• Partner with Marketing / Trade Marketing to create effective shopper interventions
• Track execution and evaluate activation effectiveness

5. Commercial & Process Hygiene

• Ensure timely and accurate submission, reconciliation and closure of customer / distributor claims
• Drive commercial discipline around pricing, schemes, claims and trade investments
• Ensure adherence to agreed commercial processes and controls

6. Customer Engagement & Loyalty

• Drive customer engagement / loyalty programmes and achieve defined programme targets
• Build differentiated customer propositions and strengthen strategic partnerships
• Identify opportunities to deepen customer engagement and improve share of business

7. Analytics & Business Reviews

• Use customer, sales and market data to identify growth opportunities and risks
• Track revenue, distribution, assortment, promotion effectiveness and account profitability
• Develop actionable insights for account planning and sales reviews
• Drive data-based decision making and course correction

8. GTM & Strategic Initiatives

• Drive Super Market distribution and offline Go-to-Market transformation initiatives
• Identify opportunities to strengthen the route-to-market and improve execution productivity
• Support OTX / Non-Chemist and emerging channel initiatives relevant to the Super Market ecosystem
• Lead strategic projects and pilots to unlock incremental growth

9. People & Cross-functional Leadership

• Coach and develop team members / account resources, where applicable
• Build strong cross-functional alignment to ensure seamless customer execution
• Promote ownership, collaboration and customer-centricity across the account team

KEY COMPETENCIES

Seek to GROW

• Key Account Management
• Commercial Acumen
• Customer & Relationship Management
• Revenue & Profitability Management
• Negotiation & Influencing
• Business Analytics

Seek to TRANSFORM

• Strategic Thinking
• GTM & Channel Transformation
• NPD & Innovation
• Shopper / Customer Insights
• Problem Solving
• Change & Project Management

Seek to SERVE

• Customer Centricity
• Collaboration
• Execution Excellence
• Ownership & Accountability
• People Development