Key Account Manager

Dermatouch; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Dermatouch is seeking a results-driven Key Account Manager to lead modern trade initiatives across national pharmacy and beauty chains in India. The role requires strategic planning, strong buyer relationships, and the ability to drive product availability, visibility, and profitability.

This position may involve coordinating with distributors and the Visual Merchandising team across multiple cities. You will manage end-to-end relationships with buyers, secure new SKUs, negotiate shelf space and

Qualifications

• Proven experience handling national Modern Trade chains (pharmacy/beauty).
• Strong negotiator with ability to secure listings, margins and promotional budgets.
• Data-driven decision making; comfortable using dashboards and Excel trackers.
• Experience coordinating multi-city teams (VMs, KAEs) and remote partners.

Responsibilities

• Manage end-to-end relationships with Modern Trade chains and buyers.
• Drive sell-in and sell-out targets across assigned accounts.
• Secure new SKU listings and negotiate shelf space with category managers.
• Plan and execute in-store visibility initiatives (gondola ends, displays, POSM).
• Share regular business reviews and proposals with retail partners.
• Ensure planogram compliance and in-store execution with VM team.
• Coordinate with distributors for replenishment and service levels.
• Plan festive promotions and stock build-up across key accounts.
• Prepare weekly sales trackers and monthly performance reports.
• Collaborate with Marketing to develop chain-specific promotional campaigns.
• Identify new MT business opportunities and prepare commercial proposals.

Skills

Relationship management

Negotiation

Data-driven

Team leadership

Remote coordination

Channel economics

Tools

Excel dashboards

Chain portals

POSM planning

Job description

We are looking for a results-driven Key Account Manager to manage and grow key modern trade accounts. The role involves driving business with national and regional retail chains, strengthening buyer relationships, ensuring product availability and visibility, managing distributor performance, and executing trade marketing initiatives to achieve sales and profitability targets.

Key Responsibilities

• Manage end-to-end relationships with assigned Modern Trade chains and key buyers.
• Drive monthly primary (sell-in) and secondary (sell-out) sales targets across assigned accounts.
• Secure new SKU listings, range expansion, and negotiate shelf space with category managers.
• Plan and execute in-store visibility initiatives, including gondola ends, displays, POSM, and promotional campaigns.
• Share regular business reviews, sales performance, and new product proposals with retail partners.
• Ensure planogram compliance and effective in-store execution in coordination with the Visual Merchandising team.
• Coordinate with distributors to ensure timely replenishment, minimize out-of-stock situations, and maintain service levels.
• Plan and execute festive promotions, stock build-up, bundle offers, and sampling activities across key accounts.
• Prepare and submit weekly sales trackers and monthly business performance reports to management.
• Collaborate with the Marketing team to develop chain-specific promotional materials and campaigns.
• Identify new Modern Trade business opportunities and prepare commercial proposals for expansion.

Requirements

• Proven track record of managing national pharmacy/beauty MT chains
• Strong commercial negotiation — listing fees, margins, promotional budgets, planogram space
• Excellent relationship management with category buyers and area managers
• Data-driven — comfortable using sell-out dashboards, chain portals), and Excel trackers
• Ability to manage a multi-city team (VMs, KAEs) with strong remote coordination
• Understanding of trade margins, channel economics, and NBR profitability
• High ownership mentality — proactive, not reactive