Key Account Manager – Channel Sales

Job Description

Role Summary
The Key Account Manager will act as the single point of contact for all Channel 1 stores. The role involves joint business planning (JBP), driving sales growth, ensuring strong merchandising execution, and implementing corporate programs. The KAM will also lead, train, and support DSEs/VTLs to ensure overall store competitiveness and performance.

Reporting & Scope
Reports to: Business Executive

Internal Interactions:

• Sales Team
• Capability/Training Team
• IDSS/Analytics Team
• VTL
• DSEs

External Interactions:

• Vendors
• Channel Partners
• Store Owners/Managers

Key Responsibilities & Performance Measures
Business Planning & Sales Growth

• Set and review Joint Business Plan (JBP) goals every 6 weeks.
• Achieve monthly DSE-wise volume and performance fundamentals.
• Ensure execution of visibility norms and in-store fundamentals.

Promotions & Launch Execution

• Plan and implement promotional activities and new product launches.
• Ensure 100% initiative execution (IHR) across assigned stores.

Team Leadership & Reviews

• Lead business team reviews during canvass/weekly/monthly meetings.
• Review performance of Sales Executives and VTL regularly.
• Drive coaching and development to ensure team capability improvement.

Reporting & Documentation

• Maintain accurate sales records, reports, and dashboards.
• Ensure timely submission of all reports and performance trackers.

Collections & Compliance

• Ensure collections as per payment terms.
• Prevent overdue balances and maintain account discipline.

Business Analysis

• Analyze performance by DSE, store, customer category, and SKU.
• Use SWING/analytics reports to derive insights and improvement plans.

Training & Capability Building

• Conduct classroom and in-field training sessions.
• Ensure all DSEs reach required capability levels/qualifications.

Issue Resolution

• Resolve store-level issues promptly and ensure customer satisfaction.
• Maintain strong relationships with store owners and channel partners.

Requirements

• Graduate degree in any discipline.
• Minimum 2 years of experience as a Sales Team Leader / KAM / Area Sales role in FMCG, Retail, Consumer Goods, or related industries.
• Proficiency in English and local language.
• Strong leadership and communication skills.
• Ability to analyze data and use sales tools/software.
• High initiative, problem-solving ability, and people management skills.
• Proficient in MS Office and basic computer applications.

Benefits

• Travel allowance: Rs 2 per km
• Additional food allowance: Rs 100 daily
• Provident Fund (PF)
• Insurance