Key Account Manager

Tiger Foods India; Chennai District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Tiger Food Ingredients is seeking a Key Accounts Manager to own sales, growth, and profitability for modern trade accounts across South India. Build strong buyer relationships and ensure strong on-shelf presence.

You will lead account plans, negotiate terms, and coordinate with distributors, finance, and marketing to drive listings and collections. Travel across South India is expected.

Qualifications

• 5-8 years of FMCG sales with modern trade KAM experience.
• Experienced with South India regional chains.
• Food/beverage or packaged-food industry experience.
• Proven record in account growth, listings, negotiations, and collections.
• Strong Excel, reporting, presentation, and relationship management.

Responsibilities

• Own account growth, targets, and profitability for regional modern trade accounts.
• Develop annual and monthly business plans for each account.
• Negotiate listing terms, pricing, margins, and promotions.
• Monitor sales, on-shelf execution, and stock coverage with distributors.
• Coordinate with Supply Chain, Finance, and Marketing on campaigns and collections.

Skills

FMCG sales

Modern trade

Account management

Relationship management

Sales forecasting

Excel

Presentations

Education

Bachelor's degree

MBA in Sales or Marketing

Tools

PowerPoint

Job description

Mandatory: FMCG background with direct modern trade key account experience

About Us

Tiger Food Ingredients is a growing FMCG company with an established presence in South India modern trade. We are looking for a Key Accounts Manager to deepen our existing accounts, widen store coverage and win new listings.

The Role

You will own sales, growth and profitability for our modern trade accounts across South India, building strong buyer relationships and making sure our products show up well on the shelf.

Key Responsibilities

Key Account Growth

• Own account-wise sales targets, growth plans and profitability for assigned regional chains.
• Build annual and monthly business plans for each account.
• Develop relationships with category buyers, purchase teams and other decision-makers.
• Expand store coverage, secure new product listings and convert new account opportunities.
• Lead joint business planning and periodic account reviews.

Commercial Negotiation

• Negotiate listing terms, pricing, margins, promotions, visibility and payment terms within approved authority.
• Assess the profitability of schemes and agreements before commitment.
• Track trade spend, deductions, claims and promotional costs to protect account margins.
• Maintain accurate records of agreed terms and account commitments.

Sales & In-Store Execution

• Monitor primary sales, secondary sales and SKU-wise performance.
• Improve assortment, on-shelf availability, merchandising and promotional execution.
• Work with distributors, sales teams and merchandisers to fix stock-outs and execution gaps.
• Track competitor pricing, promotions and visibility, and recommend account-specific actions.
• Review promotion results and apply learnings to future plans.

Forecasting, Collections & Coordination

• Prepare account-wise forecasts and coordinate with Supply Chain on replenishment and order servicing.
• Monitor inventory ageing, returns and expiry exposure at account level.
• Work with Finance to resolve outstanding payments, deductions, claims and reconciliations.
• Coordinate with Marketing on launches, promotions and in-store campaigns.
• Maintain account dashboards covering sales, margins, collections, availability and growth opportunities.

What Success Looks Like

• Consistent sales growth across assigned accounts
• New product listings and wider store coverage
• Healthy account margins with controlled deductions and claims
• Timely collections within agreed credit terms
• Strong on-shelf availability and promotional execution

Candidate Requirements

5-8 years of FMCG sales experience, with direct responsibility for modern trade key accounts

Experience handling South India regional chains preferred

Food, beverage or packaged-food industry experience preferred

Proven record in account growth, new listings, commercial negotiation and collections

Strong understanding of primary and secondary sales, trade margins, promotional spend and account profitability

Strong Excel, reporting, presentation and relationship-management skills

Bachelor's degree required; MBA in Sales or Marketing preferred

Willingness to travel regularly across South India for account meetings and market visits

Immediate joiners or candidates with a short notice period preferred