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One World

Job Title: Key Account Manager &ndash; Modern Trade / Institutional Sales (FMCG)Location: Gurugram, HaryanaExperience: 2+ Years in Modern Trade or Institutional Sales (FMCG sector)Qualification: Any Graduate (MBA/PGDM preferred)Industry: FMCG (Beverages) / Institutional SalesEmployment Type: Full-TimeAbout the Role:We are looking for an experienced and dynamic Sales Professional (MT/Institutional Sales) to join our FMCG sales team in Gurugram. The ideal candidate should possess a strong background in managing large format retail chains, modern trade accounts, and institutional clients, with a clear understanding of sales operations, account planning, and revenue growth strategies.This role is pivotal to driving visibility, volume, and profitability through key modern trade and institutional channels.Key Responsibilities:Modern Trade &amp; Institutional Account Management:<ul><li>Manage and develop strategic relationships with key accounts such as large format retailers (e.g., Big Bazaar, Reliance, Metro, DMart), cash &amp; carry outlets, and institutional clients.</li><li>Handle national and regional chains, ensuring alignment with trade marketing and category plans.</li><li>Ensure order generation, timely deliveries, and execution of promotional activities.</li></ul>Sales Planning &amp; Execution:<ul><li>Develop and implement business plans for key accounts to achieve monthly, quarterly, and annual targets.</li><li>Monitor secondary sales and ensure stock availability at store levels.</li><li>Coordinate with supply chain and distribution partners for smooth execution of plans.</li></ul>Negotiations &amp; Business Development:<ul><li>Lead annual business negotiations including TOTs (Terms of Trade), visibility agreements, and promotional calendars.</li><li>Identify and onboard new institutional clients and modern trade partners.</li><li>Maximize return on investment (ROI) from key accounts through joint business planning.</li></ul>Promotions &amp; Visibility:<ul><li>Plan and execute brand activations, visibility drives, and promotions tailored to key account strategies.</li><li>Work closely with the marketing team to deploy in-store branding, sampling, and BTL (Below The Line) activities.</li></ul>Data Analysis &amp; Reporting:<ul><li>Analyse sales data, consumer trends, and competitor activity to identify growth opportunities.</li><li>Prepare sales reports, forecast projections, and category performance reviews.</li><li>Track KPIs such as fill rates, sales contribution per account, and ROI on activations.</li></ul>Key Requirements:<ul><li>Minimum 2 years of experience in FMCG Modern Trade or Institutional Sales.</li><li>Proven experience handling key accounts at national/regional level.</li><li>Strong commercial acumen with hands-on experience in negotiations and customer engagement.</li><li>Excellent communication, presentation, and interpersonal skills.</li><li>Familiar with modern trade operational metrics like TOT, planograms, and sell-through strategies.</li><li>Proficient in MS Excel, PowerPoint, and working knowledge of ERP/CRM systems.</li><li>Ability to travel for business development and account management as required.</li></ul>Educational Qualifications:<ul><li>Graduate in any stream (mandatory).</li><li>MBA/PGDM in Sales, Marketing, or Business Management is preferred.</li></ul>Job Type: Full-timePay: &#8377;500,000.00 - &#8377;600,000.00 per year

Key Accounts Manager - Modern Trade (FMCG)

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Key Accounts Manager - Modern Trade (FMCG)