Key Account Manager, Offline

Glanbia India; Gurugram District; Híbrido; INR 1.500.000 - 2.100.000; Jornada completa

Descripción de la vacante

Glanbia India is seeking a proactive Key Account Manager, Offline, to drive profitable growth across strategic accounts. You will be the primary commercial interface with key customers, ensuring optimal assortment, availability, promotions, and profitability.

The role collaborates with Marketing, Trade Marketing, Supply Chain, and Finance to deliver sustainable growth in the offline channel. You will own end-to-end business delivery, develop annual plans, and lead Joint Business Planning

Formación

• Bachelor's degree in Business, Commerce, Marketing, or related field.
• 6+ years in FMCG or related channels with at least 3+ years in Key Account management.
• Demonstrated experience in strategic national or regional accounts and negotiations.
• Strong working knowledge of Excel and PowerPoint.

Responsabilidades

• Own end-to-end revenue, volume, NSV, gross profit and market share objectives.
• Develop annual and quarterly account plans aligned with priorities.
• Identify growth through assortment, distribution, launches, and programs.
• Lead negotiations on trade terms, pricing, margins, and promotions.
• Monitor sell-in/sell-out, inventory, and performance by customer and SKU.
• Coordinate with Demand Planning, Supply Chain, and Customer Service.

Conocimientos

Key Account Management

Educación

Bachelor's degree in Business/Commerce/Marketing

MBA

Herramientas

Excel

PowerPoint

Descripción del empleo

Job Summary

Key Account Manager, Offline

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.

Sales Performance & Analytics

• 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.

Execution Excellence

• 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.