Key Accounts Manager - North, West & South (MT)

Purpos Planet (A part of Mcnroe); Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Purpos Planet (A part of Mcnroe) seeks a dynamic Regional Sales Leader to drive sustainable growth across Northern and Eastern India’s modern trade accounts. You will manage key regional accounts, develop business plans, and lead a regional team to meet revenue targets.

Responsibilities include executing JBPs, coordinating with SCM/Finance/Marketing, and ensuring flawless in-store execution and promotions. Strong leadership, strategic thinking, and relationship-building are essential.

Qualifications

• Strong relationship management and negotiation skills.
• Strategic and analytical thinking with data-driven decision-making.
• Cross-functional collaboration across sales, finance, marketing, and supply chain.

Responsibilities

• Drive business performance across key accounts in North, West & South, including regional MT chains and national accounts.
• Develop and implement annual business plans with sales, distribution, visibility, and activation targets.
• Ensure execution of JBP and TOT as per agreed timelines and parameters.
• Regularly review sales performance, identify gaps, and implement corrective actions.
• Deliver revenue, volume, and profitability targets for assigned zones.
• Plan and execute new product launches, activations, and category expansion initiatives.
• Manage price guardrails and trade spends in coordination with finance and marketing.
• Ensure perfect in-store execution, planogram compliance, visibility, and activation rollouts.
• Coordinate with trade marketing to drive consumer promotions and visibility campaigns.
• Track store-level performance with regional field force.

Skills

Relationship management

Negotiation

Strategic thinking

Data-driven decision-making

Cross-functional collaboration

Team leadership

Communication

Presentation skills

Ownership & accountability

Business acumen

Execution excellence

Influencing

Adaptability

Leadership & people development

Job description

Role Objective:

To drive sustainable sales growth, profitability, and strategic partnerships with key modern trade accounts across Northern & Eastern part of India. The role focuses on driving excellence in account management, execution, and collaboration with internal and external stakeholders.

Account & Business Management

• Drive business performance across key accounts in the North, West & South and including regional modern trade chains, LFRs, and key stores of national accounts (Reliance, D mart, Spencer, More, Spar, etc).
• Develop and implement annual business plans, including sales, distribution, visibility, and activation targets.
• Ensure execution of Joint Business Plans (JBP) and Terms of Trade (TOT) as per agreed timelines and parameters.
• Regularly review sales performance, identify gaps, and implement corrective actions.

Sales & Revenue Growth

• Deliver revenue, volume, and profitability targets for the assigned zones.
• Plan and execute new product launches, activations, and category expansion initiatives.
• Ensure the achievement of both primary and secondary sales targets through effective account planning and field execution.
• Manage price guardrails, trade spends, and discount structures in coordination with finance and marketing teams.

Execution Excellence

• Ensure perfect in-store execution and availability, planogram compliance visibility, and activation rollouts.
• Coordinate with trade marketing to drive impactful consumer promotions and visibility campaigns. Monitor fill rates, order cycles, and supply chain efficiency to ensure smooth operations.
• Work closely with the regional field force to track store-level performance and execution quality.

Relationship & Stakeholder Management

• Build and nurture strong relationships with regional category managers, buyers, and store heads.
• Act as the bridge between the customer and internal teams (SCM, Finance, Marketing, supply chain, operations, etc.)
• Conduct periodic business reviews (MBRs/QBRs) with customers and management.

Team Leadership & Development

• Lead, guide, and develop the regional modern trade team (executives/Asst. KAMs/KAMs) in the zones.
• Foster a culture of performance, ownership, and collaboration.
• Set clear objectives, review progress and ensure capability building of the team.

Analytics & Market Intelligence

• Track and report performance metrics such as sales trends, stock levels, ROI, and category growth.
• Provide market intelligence on competition, pricing, promotions, and emerging trends.
• Identify regional opportunities for growth and recommend localized initiatives. Key

Key Performance Indicators (KPIs):

• Achievement of sales targets (volume, value, growth%)
• Share of business in national and regional MT accounts.
• TOT/JBP closures and compliances
• Fill-rate and on-shelf availability (OSA%)
• Timely claim settlement & adherence to the norms
• ROI on trade spends and promotions.
• Visibility & execution scorecards
• Team performance & capability enhancement.

Skills & Competencies:

• Strong relationship management & negotiation skills
• Strategic and analytical thinking
• Data-driven decision-making
• Cross-functional collaboration
• Team leadership and coaching ability
• Excellent communication & presentation skills
• Ownership & accountability
• Business acumen & planning
• Execution excellence
• Influencing & stakeholder management
• Adaptability & agility
• Leadership & People development