Key Accounts Manager- FMCG

Retailverse Technology; Gurugram District; On-site; INR 1,200,000 - 2,200,000; Full time

Job summary

Growthmate seeks a Key Account Manager for Modern Trade in Gurgaon to drive FMCG brand growth. You will manage key accounts, build retailer relationships and lead store rollout initiatives across multiple brands.

You will own JBPs, target sales, negotiate margins and promotions, and coordinate visibility and promotions with field teams. Travel as required to support initiatives.

Qualifications

• 4–7 years of experience in Modern Trade / KAM for FMCG.
• Experience handling multiple brands or portfolios preferred.
• FMCG category familiarity (food/personal/home care) advantageous.

Responsibilities

• Manage Modern Trade key accounts, own relationships with buyers and ops.
• Develop account-wise plans and hit monthly/quarterly sales targets.
• Lead negotiations on margins, visibility spends, schemes and activations.
• Plan in-store visibility and promotions with ROI focus.
• Coordinate with supply chain to ensure replenishment and limit ot- stocks.
• Act as single point of contact among retailers, brand owners and teams.
• Prepare and present sales reports, visibility plans and scheme analysis.

Skills

Modern Trade

Account Management

Negotiation

Sales Planning

Excel

Data-driven

Stakeholder Management

Job description

Job Title: Key Account Manager - Modern Trade (FMCG)

Location: [Gurgaon]

Experience: 4-7 years

Industry: FMCG / Consumer Brands / Modern Trade

Reporting to: Founder

Role Overview

The Key Account Manager (KAM) will be responsible for managing and growing multiple FMCG brands across Modern Trade key accounts. The role requires strong understanding of account management, commercial negotiations, visibility planning, and execution excellence. The KAM will act as the primary interface between Growthmate, retail chains, and brand partners to drive sustainable growth.

Key Responsibilities

1. Key Account Management

• Manage assigned Modern Trade key accounts (e.g., Reliance, DMart, Spencer's, Metro, Lulu, regional chains, etc.)
• Own end-to-end relationship with buyers, category managers, and operations teams
• Drive listing, expansion of range, and new store rollouts for multiple brands

2. Business Planning & Growth

• Develop account-wise Joint Business Plans (JBP) aligned with brand objectives
• Deliver monthly, quarterly, and annual sales targets across managed brands
• Track performance vs. targets and take corrective actions

3. Commercials & Negotiation

• Lead negotiations on:
• Margins
• Visibility / promotional spends
• Schemes and trade offers
• New launches and special activations
• Ensure commercial viability for brands while meeting retailer expectations

4. Visibility & Promotion Execution

• Plan and execute:
• In-store visibility (end-caps, gondolas, drop-downs, signage)
• Promotions and tactical activations
• Ensure ROI-driven visibility investments with long-term brand impact
• Coordinate with field teams for flawless execution

5. Operations & Supply Chain Coordination

• Work closely with supply chain and brand teams to:
• Ensure timely replenishment
• Minimize out-of-stocks and returns
• Resolve billing, claims, and operational issues

6. Stakeholder Management

• Act as the single point of contact between:
• Retailers
• Brand owners
• Internal Growthmate teams (supply chain, finance, execution)
• Maintain high standards of communication and follow-ups

7. Reporting & Analysis

• Prepare and present:
• Sales reports
• Visibility plans
• Scheme effectiveness analysis
• Share actionable insights on:
• Category trends
• Competitor activity
• Retailer performance

Desired Candidate Profile

Experience & Background

• 4-7 years of experience in Modern Trade / Key Account Management
• Prior experience handling FMCG categories (food, personal care, home care, wellness, etc.)
• Experience managing multiple brands or portfolios is strongly preferred

Skills & Competencies

• Strong understanding of Modern Trade working & economics
• Proven negotiation and relationship-building skills
• Ability to manage complexity across multiple brands and accounts
• Data-driven mindset with strong Excel and reporting skills
• High ownership, execution-focused, and problem-solving attitude

Personal Attributes

• Self-driven and accountable
• Comfortable working in a startup / fast-paced environment
• Strong communication and stakeholder management skills
• Willingness to travel as per business requirements

Why Join Growthmate?

• Opportunity to work with multiple emerging and established FMCG brands
• High exposure to Modern Trade strategy, GTM, and scaling brands
• Direct interaction with founders, brand owners, and senior retail stakeholders
• High ownership role with fast career growth