Role Purpose
To drive business growth in the Standalone Up-to-date Trade (SMT) channel by managing key independent retail accounts, building strong relationships with store owners/buyers, and ensuring superior in-store execution and sales performance.
Key Responsibilities
1. Key Account Management (Standalone Stores)
- Manage a portfolio of high-value standalone modern trade outlets (independent supermarkets & premium stores)
- Act as the single point of contact for assigned accounts
- Build long-term relationships with:
- Store owners
- Purchase managers
2. Business Growth & Revenue Delivery
- Achieve monthly, quarterly, and annual sales targets for SMT accounts
- Drive billing and off-take growth across stores
- Increase SKU penetration and category share within each account
3. Commercial Negotiation
- Negotiate:
- Trade margins
- Schemes and promotions
- Visibility investments
- Finalize annual/quarterly business plans with key stores
4. Demand Planning & Supply Coordination
- Forecast store-wise demand and ensure timely replenishment
- Coordinate with:
- Distributors
- Warehouse/CFA teams
- Ensure high On-Shelf Availability (OSA) and minimal stock-outs
5. Team & Execution Support
- Work closely with:
- Sales executives
- Merchandisers / promoters
- Ensure high-quality execution at store level
Key Performance Indicators (KPIs)
- Sales target achievement (%)
- Same-store growth
- SKU-wise distribution expansion
- Visibility & planogram compliance
- Promotion ROI
- On-Shelf Availability(OSA)