Key Account Manager, Offline

Glanbia Nutritionals, Inc.; Gurugram District; Hybrid; INR 1,800,000 - 3,000,000; Full time

Job summary

Glanbia in Gurgaon, India is seeking a driven Key Account Manager to drive profitable growth for key accounts. You will manage revenue, margins, and joint business plans while coordinating with Marketing, Trade Marketing, Supply Chain, and Customer Service to deliver sustainable growth.

You will lead negotiations on trade terms and ROIs, ensure product availability, and drive OTIF with a focus on assortment, visibility, and promotions across priority offline channels.

Qualifications

• Bachelor’s degree in Business, Commerce, Marketing, or related field; MBA preferred.
• 6+ years in FMCG, consumer health care, or related channels with at least 3+ years in Key Account management.
• Demonstrated experience managing strategic national or regional accounts and commercial negotiations.
• Strong working knowledge of Excel and PowerPoint.

Responsibilities

• Own end-to-end business delivery for assigned key accounts: revenue, volume, NSV, gross profit, and market share.
• Develop annual and quarterly account plans aligned with company and customer priorities.
• Identify growth opportunities via assortment expansion, distribution, new product launches, premiumization, and customer-specific programs.
• Build relationships with buyers, category teams, and senior customer leadership.
• Lead Joint Business Planning discussions and translate priorities into initiatives with owners and timelines.
• Track delivery against JBPs and take corrective actions if off plan.
• Lead negotiations on trade terms, pricing, margins, promotions, and listings.
• Manage customer trade investment within budgets to improve ROI.
• Monitor sell-in/sell-out, inventory, distribution, and promotional performance by customer/SKU.
• Use data to identify gaps and opportunities, translating insights into actions.
• Maintain accurate account forecasts for planning and S&OP reviews.
• Track competitor pricing, promotions, assortment and in-store execution.
• Partner with Demand Planning, Supply Chain, and Customer Service to ensure product availability and healthy inventory.
• Minimize stock-outs, excess inventory, and order fulfilment issues.
• Coordinate timely order processing and improve OTIF.
• Ensure assortment, availability, visibility, pricing, planograms, and promotions are executed.
• Drive successful product launches and track post-launch performance.
• Conduct periodic market visits to assess execution standards and shopper experience.

Skills

Strategic account management

Commercial negotiations

Cross-functional collaboration

Education

Bachelor’s degree in Business/Commerce/Marketing

MBA preferred

Tools

Excel

PowerPoint

Job description

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Join this dynamic team focused on delivering better nutrition for every step of life’s journey

The Opportunity

The Key Account Manager is responsible for driving profitable growth across assigned strategic accounts by building strong customer partnerships, delivering revenue and margin targets, and executing joint business plans.

The role is the primary commercial interface between Glanbia and key customers, ensuring excellence in assortment, availability, visibility, promotions, inventory management, service, and customer profitability. The KAM will work closely with Marketing, Trade Marketing, Supply Chain, Demand Planning, Finance, and Customer Service to deliver sustainable growth and strengthen Glanbia’s position across priority offline channel

Responsibilities

Account Management & Business Growth

• Own end-to-end business delivery for assigned key accounts, including revenue, volume, NSV, gross profit, and market share objectives.
• Develop annual and quarterly account plans aligned with company and customer priorities.
• Identify growth opportunities through assortment expansion, improved distribution, new product launches, premiumization, and customer-specific programs.
• Build strong relationships with buyers, category teams, commercial stakeholders, and senior customer leadership.
• Lead annual Joint Business Planning discussions and translate agreed priorities into clear initiatives, targets, owners, and timelines.
• Track delivery against the JBP and initiate corrective actions where performance is off plan.

Commercial Negotiation & Trade Investment

• Lead negotiations on annual trade terms, pricing, margins, promotions, listings, visibility, and commercial agreements.
• Manage customer trade investment within approved budgets and improve return on investment.
• Monitor sell-in, sell-out, inventory, distribution, assortment, and promotional performance by customer and SKU.
• Use customer and market data to identify gaps, risks, and growth opportunities, and convert insights into actions.
• Maintain accurate account forecasts and provide customer inputs for business planning and S&OP reviews.
• Track competitor pricing, promotions, assortment, and in-store execution.

Demand, Supply & Service Management

• Partner with Demand Planning, Supply Chain, and Customer Service to ensure product availability and healthy inventory.
• Minimize stock-outs, excess inventory, aged stock, short supplies, and order fulfilment issues.
• Coordinate timely order processing and drive improvement in customer service levels and OTIF.
• Ensure agreed assortment, availability, visibility, pricing, planograms, and promotional plans are executed across customer outlets.
• Drive high-quality launch execution for new products and track post-launch performance.
• Undertake periodic market visits to assess execution standards, shopper experience, and competitor activity.

KPIs & Success Metrics

• Annual Business Revenue, Margins, and market share delivery
• Account profitability and trade spend ROI
• JBP achievement and growth initiative delivery
• Sell-out growth, distribution, assortment, availability, and visibility
• Forecast accuracy, inventory health, service level, and OTIF
• New product listing, launch execution, and post-launch performance

The Skills you will bring to the team

• Bachelor’s degree in Business, Commerce, Marketing, or a related field; MBA preferred.
• 6+ years of experience in FMCG, consumer healthcare, sports nutrition, consumer goods, Modern Trade, Pharmacy, or related channels with at least 3+ years of experience in Key Account management.
• Demonstrated experience managing strategic national or regional accounts and commercial negotiations.
• Strong working knowledge of Excel and PowerPoint;

Where and how you will work

The opportunity will be based in Gurgaon, India with hybrid working arrangements available which offer you a greater choice in how you work and live, giving you a better work-life balance.

What we would like to offer you!

The opportunity to develop your career on a global stage, continuous learning through an on-demand learning platform, and a competitive compensation package including staff discounts, generous family leave policy, health & dental plan and competitive salary.

About Glanbia

Glanbia is a better nutrition company with three divisions: Performance Nutrition, Health & Nutrition and Dairy Nutrition. Collectively and with our partners we offer an incredible breadth of expertise in nutrition. We employ a team of 5800 people, work with global food and beverage companies, and sell our award-winning and market-leading brands and ingredients in more than 100 countries worldwide

At Glanbia, we celebrate diversity, because we know that our individual strengths make us stronger together. We welcome and encourage interest from a variety of candidates, we will give your application consideration, without regard to race, colour, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

At Glanbia, our culture celebrates individuality, knowing that together we are more.