KAM - Modern Trade | Omnichannel - Lower Parel

All Things Baby; Mumbai City; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

All Things Baby in Mumbai is seeking a Modern Trade - Key Account Manager to own end-to-end management and growth of its Modern Trade partnerships, including relationship ownership, terms negotiations, onboarding, assortment planning, and execution across channels.

You will coordinate with internal teams (Brand Management, Supply Chain, Finance) to drive growth, promotions, and account performance, with 3-5 years KAM experience preferred and strong communication and analytical skills.

Qualifications

• 3-5 years experience in Key Account Management with Modern Trade exposure.
• Strong execution and relationship management skills.
• Commercial acumen with margins, pricing, promotions, and profitability.
• Excellent communication and presentation abilities.

Responsibilities

• Own end-to-end management and growth of Modern Trade partnerships.
• Negotiate terms of trade, onboarding brands, and assortment planning.
• Coordinate with internal teams to ensure order fulfilment and execution.
• Develop account plans and review performance with key accounts.
• Track metrics and drive market share in Modern Trade channels.

Job description

Modern Trade - Key Account Manager

Role Synopsis

The Modern Trade - Key Account Manager is responsible for end-to-end management and growth of All Things Baby's Modern Trade partnership. It involves ownership of the relationship as well as commercial performance of each key account, from negotiating terms of trade, onboarding brands / products to assortment planning, sales
growth, account expansion, and ongoing execution. Each partnership could be digital only, offline only or omni-channel, based on its constitution.

Key Responsibilities

ACCOUNT MANAGEMENT:

Business Management: Own execution and growth of each partnership, end-to-end; understand and execute account-specific business priorities; identify opportunities for growth
Managing External Stakeholders: Serve as the primary point of contact with each partnership on behalf of All Things Baby, as regards all commercial, operational, and business decisions; pro-actively resolve
account-level issues and ensure minimal disruption to business

Managing Internal Stakeholders:

Serve as the primary point of contact on behalf of each partnership with key internal stakeholders involved (eg. Brand Management team)

ACCOUNT ONBOARDING:

Lead negotiations on commercials and terms of trade, including but not limited to product margins, discounts, credit terms, etc.
Review and optimize commercials periodically basis account performance

BUSINESS GROWTH & EXECUTION:

1. Assortment Planning (Brand & SKU level)

• Plan and recommend the right assortment for each account based on customer profile, category potential, sales performance, and inventory availability.
• Drive new product listings and ensure relevant products are introduced across accounts
• Regularly review SKU-level performance and recommend additions, deletions, or assortment changes
• Ensure the right products are available at the right accounts and in the right quantities

2. Brand Promotions & Building Brand Awareness

• Plan and negotiate promotional activities with accounts to drive sales and brand visibility
• Evaluate the effectiveness of promotions and ensure that promotional investments deliver appropriate business returns
• Identify opportunities for enhanced visibility, merchandising, campaigns, and brand presence within Modern Trade channels

3. Order Fulfilment

• Coordinate across internal stakeholders (eg. Supply Chain, Finance, Marketing, and Sales Operations) to ensure seamless end-to-end order fulfilment
• Monitor order placement, fulfilment, stock availability, invoicing, payments, and other operational
  requirements
• Ensure agreed commercial and operational commitments are executed effectively

4. Sales & Business Growth

• Develop account-wise growth plans and identify opportunities to increase distribution (eg. by store), assortment (brand / SKU), and sales
• Track monthly and quarterly performance against targets; identify gaps in performance and develop corrective action plans

5. Partnership Reviews & Business Planning

• Conduct regular business reviews with key accounts
  Prepare account-wise performance reports covering sales, assortment, growth, and key business metrics
• Develop annual and quarterly account plans in line with company growth objectives
• Use sales data and account insights to make recommendations on assortment, promotions, pricing, and growth opportunities.

BUSINESS DEVELOPMENT:

Track category trends, competitor activity, pricing, assortment, promotions, and market developments Share relevant market insights with internal teams and recommend actions to strengthen the company's position within Modern Trade
Explore opportunities for increasing share of business within existing accounts as well as expanding into new Modern Trade channels/accounts

Experience & Skills

• 3-5 years experience in Key Account Management with key Modern Trade / General Trade / E-Marketplace partners, or a similar sales / commercial role
• Strong execution and relationship management skills
• Strong ownership, problem-solving, and multi-tasking skills
• Commercial acumen with an understanding of margins, pricing, promotions, and profitability
• Strong analytical and data interpretation skills
• Good communication and presentation skills