Key Accounts Manager – Modern Trade

Company Overview

Chheda's is one of India's most loved snack brands, with a legacy built on quality. For more info, please visit the company website at Chheda's.

Job Summary

We are seeking an experienced FMCG sales professional responsible for managing and growing Modern Trade accounts. This role includes driving sales targets, handling commercial negotiations, executing promotions, and building strong customer relationships. Prior experience in Food/FMCG Modern Trade sales and key account management is essential for success in this position.

Responsibilities

• Business Development & Account Management

  • Manage and grow business with key modern trade partners (e.g., Reliance, D-Mart).
  • Drive sales and profitability through joint business planning (JBP), assortment management, and promotional activities.
  • Identify new business opportunities within the modern trade ecosystem.

• Sales Planning & Execution

  • Develop annual and monthly sales targets for each account to ensure achievement.
  • Implement promotions, visibility, and in-store activations to enhance brand presence.
  • Monitor account-level sales, stock, and replenishment to avoid out-of-stock situations.
  • Manage high-pressure environments and deliver on tight deadlines and sales targets.

• Negotiation & Commercial Management

  • Negotiate listings, margins, trade terms, visibility budgets, and activation plans.
  • Ensure timely submission and closure of purchase orders (POs), claims, and receivables.
  • Track ROI on promotional spends and ensure cost efficiency.

• Relationship Management

  • Build strong relationships with category managers, buyers, and store teams.
  • Serve as the single point of contact for all account-level communication.
  • Manage internal sales team along with sales officers and promoters.

• Market & Data Analysis

  • Analyze category and competition trends to identify growth opportunities.
  • Track and report market share, price movements, and consumer insights.
  • Present periodic business performance reviews to management.

• Travel & Market Coverage

  • Regular travel across key cities and store locations to ensure on-ground execution, planogram compliance, and relationship building.

Qualifications

• Educational Qualifications

  • MBA or Graduate in Business, Marketing, or related field.

• Key Technical Skills and Soft Skills

  • Strong understanding of FMCG/Food category and Modern Trade dynamics.
  • Excellent negotiation, analytical, and communication skills.
  • Proven ability to manage high-pressure situations and deliver sales targets.
  • Strong relationship-building and stakeholder management abilities.
  • Data-driven decision-making approach.
  • Proficiency in MS Excel and PowerPoint.

Preferred Skills

• Prior experience in handling key accounts or modern trade customers is essential.
• Experience in FMCG sales (preferably in Food/Snacks/Beverages category) is preferred.

Experience

• 4 to 8 years of experience in FMCG sales, specifically in the Food or Snacks category.

Environment

• The position is based in Kandivali West, Mumbai, and involves regular travel across key cities and store locations for on-ground execution and relationship building.

Salary

• Compensation will be commensurate with the candidate’s experience, skills, and qualifications, and is not a constraint for the right candidate.

Growth Opportunities

• Be part of one of India's most trusted and growing snack brands.
• Opportunity to drive business growth with leading modern trade partners.
• Work closely with senior leadership and contribute to key business decisions.
• Take ownership of high-impact accounts and growth initiatives.
• Enjoy strong learning, career growth, and advancement opportunities in a dynamic FMCG environment.