Key Account Executive - Modern Trade

Dot & Key Skincare; Maharashtra; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Dot & Key Skincare is seeking a result-driven Exec/Sr. Exec - Key Account for Modern Trade in Maharashtra. You will lead account expansion, new listings, and drive primary and tertiary sales with strong trade-spend management.

The role requires building relationships with buyers, managing schemes, and ensuring stock availability. Ideal candidates have 3–6 years in Modern Trade/KAM within FMCG or beauty sectors, with MBA/PGDM preferred and expertise in planograms, margins, and retail audits.

Qualifications

• Graduate with relevant sales experience in Modern Trade/KAM within FMCG or beauty/personal care sectors.
• MBA/PGDM in Sales or Marketing strongly preferred; strong business acumen expected.
• Proven ability to drive new listings, account expansion, and achieve targets.

Responsibilities

• Drive account acquisition and expansion by onboarding new MT accounts and securing listings.
• Own monthly primary and tertiary sales targets; manage promotions within trade-spend limits.
• Enhance in-store visibility and sell-out through planograms, shelf space, and merchandising audits.
• Coordinate with Supply Chain for PO flow, fill rates, and on-shelf availability.
• Build relationships with buyers, category managers, and regional leads; drive JBP and renewals.
• Track market intelligence on competitor launches, pricing, and promotions; provide insights.

Skills

Modern Trade

Key Account Management

FMCG/Beauty/Personal Care

Excel

Negotiation

Relationship Management

Education

MBA/PGDM in Sales or Marketing

Bachelor's degree

Tools

Retailer Portal

Data Analysis Tools

Job description

Job Title: Exec/Sr. Exec - Key Account – Modern Trade

We are looking for a results-driven Key Account Executive – Modern Trade to drive Dot & Key’s profitable sales and strengthen its presence across assigned Modern Trade accounts. The role will focus on account expansion, new listings, primary and tertiary sales targets, trade spend management, in-store visibility, stock availability, and building strong relationships with buyers and category teams.

Key Responsibilities:

• Drive account acquisition and expansion by onboarding new MT accounts, expanding store coverage, and securing new product listings.
• Own monthly primary and tertiary sales targets for assigned accounts and manage promotions within defined trade-spend limits.
• Drive in-store visibility and offtake through shelf space, endcaps, FSUs, planogram compliance, and merchandising audits.
• Coordinate with Supply Chain to ensure PO flow, fill rates, on-shelf availability, near-expiry management, and RTV adherence.
• Build strong relationships with buyers, category managers, and regional leads and drive Joint Business Plans (JBP), renewals, and scheme approvals.
• Coordinate with Finance to ensure timely payment tracking, debit note/claim resolution, and account reconciliations.
• Track competitor launches, pricing, trade terms, range, and promotional activities and provide relevant market intelligence.
• Work closely with Supply Chain, Finance, Marketing, Trade Marketing, Merchandising, and Category teams to ensure seamless execution.

Preferred Skills & Know-how:

• Strong understanding of Modern Trade, Key Account Management, and FMCG/Beauty/Personal Care retail.
• Good knowledge of trade terms, margins, promotions, scheme management, and commercial negotiations.
• Understanding of planograms, share of shelf, offtake, P&L, and retail audits.
• Strong Excel, reporting, retailer portal, and sell-out data analysis skills.
• Excellent relationship management, negotiation, commercial acumen, and execution skills.
• Strong ownership, follow-through, cross-functional collaboration, and data-driven approach.

Experience Requirements:

• Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
• 3–6 years of experience in Modern Trade / Key Account Sales within FMCG, Beauty, Personal Care, or Pharmacy Retail.
• Proven experience in new listings, account expansion, target achievement, and managing National/Regional Modern Trade chains.