Job Title

About the role The Key Account Manager – Modern Trade will own key modern trade relationships across Karnataka & Kerala, driving strong in-store execution, sales growth, visibility, and operational excellence across priority retail partners. This is a hands-on, revenue-driving role with end-to-end ownership of key account performance, BA productivity, and execution excellence on the ground.What you’ll doAccount Ownership & GrowthOwn P&L and growth performance for assigned Modern Trade accounts.Drive primary vs secondary alignment, fill rates, growth targets, and visibility compliance.Ensure flawless execution of promotions, visibility plans, and in-store activations.Field Force & BA ProductivityLead, guide, and review Supervisor, Merchandiser, and BA operations across accounts.Drive BA productivity KPIs including sales throughput per BA, store-level market share, target achievement, man-days utilization, and incentive payouts.Coach field teams on execution excellence and commercial discipline.In-Store Execution & OSAEnsure strong on-shelf availability (OSA), planogram adherence, and premium in-store visibility.Identify execution gaps and deploy corrective actions to improve sell-out performance.Data, Tracking & Performance ReviewsMaintain accurate sell-out and stock data in defined formats.Track weekly/monthly performance across customers and brands; drive data-backed interventions.Lead Monthly Business Reviews (MBRs) with customers and internal stakeholders with clear action plans.Claims, Reco & Financial HygieneEnsure timely submission and closure of all account claims with supporting documentation.Partner with Plum Finance and Channel Finance to close Reco/NDC sign-offs at least once every six monthsEnsure adherence to account agreements and finance provisions.Market Intelligence & Best PracticesTrack competition activity, visibility, promotions, and new launchesShare market insights and adopt relevant best practices to strengthen Plum’s MT execution model.Critical CompetenciesExecute with Impact: Strong ownership, bias for action, and delivery mindset.Collaborate to Win in the Market: Works alongside field force to drive results on-ground.Communicate & Negotiate Effectively: Influences customers and internal stakeholders with clarity.Analytics-Driven Decision Making: Uses data to diagnose issues and unlock growth levers.What we’re looking forGraduate / Postgraduate (any stream) with 23–5 years of experience in Modern Trade within FMCG.Hands-on experience managing both BA and Non-BA Modern Trade accounts.Strong exposure to Personal Care category preferred.Must be based out of Bengaluru with strong Karnataka & Kerala market understanding.What Success Looks Like (First 6–12 Months)Improved fill rates, visibility compliance, and BA productivity across key accountsConsistent month-on-month growth across assigned MT chainsStrong financial hygiene with zero pending claims and timely Reco/NDC closuresHigh-quality relationships with customers and field teams, leading to better execution outcomes