Key Account Manager

V-Guard; NTR; On-site; INR 1,000,000 - 1,800,000; Full time

Job summary

V-Guard is seeking an experienced RSS Account Manager to drive revenue growth across priority regional accounts. You will develop JBPs, optimize pricing and profitability, and lead regional execution with corporate teams to align with national strategy.

Ideal candidates have 6–9 years in RSS Account Management within FMCG, strong negotiation and analytical skills, and familiarity with data tools like Power BI and CRM. MBA preferred, with a focus on delivering measurable store-level impact.

Qualifications

• 6-9 years of RSS Account Management experience in FMCG / Consumer Durables.
• MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.
• Proven track record in driving RSS account growth.

Responsibilities

• Deliver revenue, sell-in, sell-out, and gross margin targets for RSS and top regional accounts.
• Build and execute Joint Business Plans (JBPs) for national and regional accounts including pricing and profitability levers.
• Drive regional store growth, category penetration, and assortment upgrades to grow the business.
• Own commercial delivery for regional accounts including revenue, profitability, pricing realization, and mix.
• Lead regional execution with corporate KAMs to align with national strategy and milestones.

Skills

Negotiation

Analytical skills

Commercial acumen

Stakeholder management

Education

MBA

Tools

Power BI

CRM

Job description

KEY ACCOUNTABILITIES:

1. Account Management & Revenue Growth

• Deliver revenue, sell-in, sell-out, and gross margin targets for assigned RSS and top priority regional accounts.
• Build and execute Joint Business Plans (JBPs) for both national accounts operating in the region and top priority regional accounts, covering sales, category expansion, visibility, activation, and profitability levers.
• Drive regional store growth and category penetration by identifying new store listings, kitchen category expansion opportunities, and assortment upgrades.
• Own commercial delivery for regional accounts, including revenue, profitability, pricing realization, and mix improvement.
• Partner with corporate KAMs to align regional execution with national strategy and ensure JBP milestones are achieved.

2. Customer & Relationship Management

• Develop strong working relationships with regional decision-makers, buying teams, and cluster managers across priority accounts.
• Act as the primary regional interface to strengthen account engagement, communicate program priorities, and resolve escalations.
• Partner with customer teams to jointly plan visibility, activation, and category expansion initiatives at the regional and store-cluster level.
• Manage regional negotiations on visibility space, planogram adherence, and category placement opportunities.

3. Channel & Customer Strategy Execution

• Translate channel and category strategies into actionable regional growth plans.
• Drive implementation of assortment direction, kitchen category expansion, pricing adherence, and promotion execution as per corporate guidance.
• Collaborate with Category, Supply Chain, Retail Marketing PMO, and Corporate KAMs to tailor execution plans for each priority account.
• Ensure national programs are deployed as per SOP across all strategic stores.

4. Operational Excellence & Field Execution

• Lead execution of regional programs, visibility interventions, category rollouts, kitchen expansions, and new store openings.
• Steer and supervise regional tertiary sales teams to ensure strong sell-out delivery, on-shelf availability, and planogram compliance.
• Drive structured store inspections for key outlets – assessing planogram compliance, stock health, kitchen presence, pricing accuracy, and visibility standards.
• Ensure smooth operational coordination including orders, claims, supply chain alignment, OTIF, and fill rate performance.
• Review account-wise service levels and drive corrective actions with SCM and commercial teams.
• Maintain accurate forecasting inputs and provide guidance for S&OP alignment.
• Use analytics and reporting tools to monitor performance, identify gaps, and generate actionable insights

5. Governance, Reviews & Commercial Control

• Track and present regional account performance across revenue, sell-in, sell-out, kitchen penetration, gross margin, and JBP milestone delivery in monthly and quarterly reviews.
• Monitor regional trade spend utilization, program execution efficiency, and promotion ROI while ensuring adherence to commercial guardrails.
• Maintain pricing discipline and margin realization in line with category and account targets.
• Ensure strong data hygiene, compliance with legal, financial, and credit-control policies.
• Drive structured follow-ups to close performance gaps in revenue, category penetration, and sell-out delivery.

QUALIFICATIONS & EXPERIENCE

Minimum experience and qualification

• 6-9 years of experience in RSS Account Management within FMCG / FMEG / Consumer Durables.
• Proven track record in driving RSS account growth.
• Strong commercial acumen, negotiation, and analytical skills.
• MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.