Key Accounts Manager

Piramal Pharma; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Piramal Pharma in Mumbai seeks a results-driven Key Accounts Manager to lead the Super Market channel, drive growth, strengthen key account relationships and oversee distribution expansion.

You will partner with Sales, Marketing, Supply Chain and Finance to deliver revenue targets, optimize trade spends and launch NPDs across major accounts. Prior FMCG/Modern Trade experience is essential.

Qualifications

• Graduate mandatory; MBA preferred.
• 8–12 years of experience in FMCG/CPG/OTC.
• Strong Modern Trade / Super Market & KAM experience.

Responsibilities

• Own revenue, growth and profitability targets for Super Market channel.
• Develop Joint Business Plans with key customers and conduct reviews.
• Drive distribution, listings and assortment expansion.
• Lead shopper activations and in-store execution with marketing.
• Analyze data to identify growth opportunities and risks.

Skills

Key Account Management

Negotiation

Sales Analytics

Channel Management

FMCG Domain Knowledge

Education

Graduate degree

MBA

Tools

MS Excel

PowerPoint

Job description

Be the First to ApplyJob DescriptionKey Accounts ManagerResponsible for driving profitable growth across the Super Market channel through strategic management of key accounts, strong customer relationships, distribution expansion, new product launches, shopper activations and superior in-market execution. The role will own the business agenda for assigned Super Market accounts and partner closely with Sales, Marketing, Supply Chain and Finance to deliver revenue, profitability and distribution objectives.ESSENTIAL QUALIFICATION & EXPERIENCE:Graduate mandatory; MBA preferred8–12 years of experience in FMCG / Consumer Healthcare / OTC / Consumer ProductsStrong experience in Modern Trade / Super Markets / Key Account ManagementProven track record of managing large customers and delivering revenue and profitable growthStrong experience in customer negotiations, trade spends, promotions, listings and account planningExperience in NPD launches, shopper activations and distribution expansion preferredBand: 3AKEY STAKEHOLDERS: EXTERNALSuper Market / Modern Trade Chains, Key Account Buyers & Category Managers, Distributors / Channel Partners, Merchandising & Activation AgenciesKEY ROLES / RESPONSIBILITIES1. Business & Profitable GrowthOwn revenue, growth and profitability targets for the Super Market channel / assigned key accountsDrive growth of Power Brands and deliver business targets from NPDsIdentify opportunities for range expansion, premiumisation, new stores and new accountsMonitor account-wise performance, profitability and trade investment effectiveness2. Key Account ManagementDevelop and execute Joint Business Plans / annual account plans with key customersBuild strong relationships with buyers, category managers and key customer stakeholdersLead commercial discussions covering pricing, promotions, trade terms, visibility and business plansConduct periodic business reviews and drive closure of agreed actions3. Distribution, Listing & AssortmentDrive distribution expansion across Super Market accounts and new coverageOwn listing / linking of new products and expansion of assortmentImprove SKU availability and execution across storesIdentify white spaces and opportunities for incremental distribution4. Shopper Activation & In-store ExecutionDrive key customer activations, visibility and promotional programmesDeliver promoter-store objectives and improve productivity of promoter-led storesPartner with Marketing / Trade Marketing to create effective shopper interventionsTrack execution and evaluate activation effectiveness5. Commercial & Process HygieneEnsure timely and accurate submission, reconciliation and closure of customer / distributor claimsDrive commercial discipline around pricing, schemes, claims and trade investmentsEnsure adherence to agreed commercial processes and controls6. Customer Engagement & LoyaltyDrive customer engagement / loyalty programmes and achieve defined programme targetsBuild differentiated customer propositions and strengthen strategic partnershipsIdentify opportunities to deepen customer engagement and improve share of business7. Analytics & Business ReviewsUse customer, sales and market data to identify growth opportunities and risksTrack revenue, distribution, assortment, promotion effectiveness and account profitabilityDevelop actionable insights for account planning and sales reviewsDrive data-based decision making and course correction8. GTM & Strategic InitiativesDrive Super Market distribution and offline Go-to-Market transformation initiativesIdentify opportunities to strengthen the route-to-market and improve execution productivitySupport OTX / Non-Chemist and emerging channel initiatives relevant to the Super Market ecosystemLead strategic projects and pilots to unlock incremental growth9. People & Cross-functional LeadershipCoach and develop team members / account resources, where applicableBuild strong cross-functional alignment to ensure seamless customer executionPromote ownership, collaboration and customer-centricity across the account teamKEY COMPETENCIESSeek to GROWKey Account ManagementCommercial AcumenCustomer & Relationship ManagementRevenue & Profitability ManagementNegotiation & InfluencingBusiness AnalyticsSeek to TRANSFORMStrategic ThinkingGTM & Channel TransformationNPD & InnovationShopper / Customer InsightsProblem SolvingChange & Project ManagementSeek to SERVECustomer CentricityCollaborationExecution ExcellenceOwnership & AccountabilityPeople Development