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Job Title: National Key Account Manager – Modern TradeFunction: Sales – Modern TradeLocation: Head Office / Metro City (Pan‑India responsibility)Reporting To: Modern Trade HeadRole PurposeThe National Key Account Manager – Modern Trade will be responsible for managing and growing strategic national modern trade accounts such as Reliance Retail, DMart, More Retail and others. The role focuses on driving profitable growth, improving market presence, and executing joint business plans through strong account management, analytics‑driven decision making, and excellent stakeholder collaboration.Key Responsibilities1. Key Account Management & GrowthManage end‑to‑end relationships with assigned national modern trade key accounts.Drive sales, distribution, and visibility goals across categories and SKUs.Own annual joint business plans (JBPs) with key customers and track execution rigorously.Ensure alignment between customer strategy and company growth priorities.2. Commercial Negotiation & Trade TermsLead discussions on commercial agreements, including listing fees, trading terms, margins, and promo investments.Manage promotions, discounts, and visibility spends to deliver ROI‑positive outcomes.Coordinate with finance and supply chain teams to ensure commercial compliance and controls.3. Execution ExcellenceWork closely with regional sales, supply chain, and customer service teams to ensure flawless execution at store level.Monitor on‑shelf availability, planogram adherence, and secondary sales performance.Track and resolve service level, fill rate, and supply constraints impacting customers.4. Analytics & Business InsightsAnalyze sales performance, shopper trends, promotional effectiveness, and category dynamics.Use data to identify growth levers, whitespace opportunities, and corrective actions.Prepare periodic business reviews and senior‑leadership presentations.5. Cross‑Functional CollaborationPartner with Marketing, Trade Marketing, Finance, Supply Chain, and Demand Planning teams.Participate in new product launches and go‑to‑market initiatives for modern trade.Support long‑term capability building for modern trade as a strategic channel.Key Performance Indicators (KPIs)Sales growth vs. plan (Value & Volume)Contribution margin & trade spend efficiencyOn‑shelf availability and service levelsAchievement of Joint Business Plan milestonesQuality of customer relationships and execution scorecardsCandidate ProfileEducationMBA / PGDM from a top‑tier or reputed management institute (preferred).Graduation in any discipline.Experience1–5 years of experience in Modern Trade sales within an FMCG organization.Hands‑on exposure to national or key modern trade accounts such as Reliance, DMart, More, etc.Experience in handling JBPs, promotions, and customer negotiations is desirable.Needs a stronger experience in customer-facing roles and deeper exposure to modern trade accounts.Skills & CompetenciesStrong commercial acumen and negotiation skillsAnalytical mindset with comfort in Excel, reports, and sales dashboardsExcellent communication and stakeholder management skillsHigh ownership, execution focus, and ability to work cross‑functionallyWillingness to travel and manage pan‑India customer relationships