Job Description

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

Location:

Gurugram, Haryana

Experience:

2+ Years in Modern Trade or Institutional Sales (FMCG sector)

Qualification:

Any Graduate (MBA/PGDM preferred)

Industry:

FMCG (Beverages) / Institutional Sales

Employment Type:

Full-Time

About the Role:

We are looking for an experienced and dynamic

Sales Professional (MT/Institutional Sales)

to join our FMCG sales team in

Gurugram

. The ideal candidate should possess a strong background in managing large format retail chains, modern trade accounts, and institutional clients, with a clear understanding of sales operations, account planning, and revenue growth strategies.

This role is pivotal to driving visibility, volume, and profitability through key modern trade and institutional channels.

Key Responsibilities:

Modern Trade & Institutional Account Management:

Manage and develop strategic relationships with key accounts such as large format retailers (e.g., Big Bazaar, Reliance, Metro, DMart), cash & carry outlets, and institutional clients. Handle national and regional chains, ensuring alignment with trade marketing and category plans. Ensure order generation, timely deliveries, and execution of promotional activities.

Sales Planning & Execution:

Develop and implement business plans for key accounts to achieve monthly, quarterly, and annual targets. Monitor secondary sales and ensure stock availability at store levels. Coordinate with supply chain and distribution partners for smooth execution of plans.

Negotiations & Business Development:

Lead annual business negotiations including TOTs (Terms of Trade), visibility agreements, and promotional calendars. Identify and onboard new institutional clients and modern trade partners. Maximize return on investment (ROI) from key accounts through joint business planning.

Promotions & Visibility:

Plan and execute brand activations, visibility drives, and promotions tailored to key account strategies. Work closely with the marketing team to deploy in-store branding, sampling, and BTL (Below The Line) activities.

Data Analysis & Reporting:

Analyse sales data, consumer trends, and competitor activity to identify growth opportunities. Prepare sales reports, forecast projections, and category performance reviews. Track KPIs such as fill rates, sales contribution per account, and ROI on activations.

Key Requirements:

Minimum

2 years of experience

in

FMCG Modern Trade or Institutional Sales.

Proven experience handling key accounts at national/regional level. Strong commercial acumen with hands-on experience in negotiations and customer engagement. Excellent communication, presentation, and interpersonal skills. Familiar with modern trade operational metrics like TOT, planograms, and sell-through strategies. Proficient in MS Excel, PowerPoint, and working knowledge of ERP/CRM systems. Ability to travel for business development and account management as required.

Educational Qualifications:

Graduate

in any stream (mandatory).

MBA/PGDM

in Sales, Marketing, or Business Management is preferred.
Job Type: Full-time

Pay: ₹500,000.00 - ₹600,000.00 per year