Key Accounts Manager - FMCG

Role OverviewWe are seeking a high-performing Key Account Manager with strong experience in FMCG distribution to drive sales, manage key retail and institutional accounts, and expand market share in Gurugram.

The role requires hands-on market execution, relationship management, and the ability to compete with established brands.

• Key ResponsibilitiesManage and grow key retail accounts, modern trade, and high-volume outlets
• Build strong relationships with:
• Supermarkets
• Chain stores
• HoReCa (Hotels, Restaurants, Cafes)
• Drive secondary sales and repeat orders
• Ensure visibility, placement, and cold availability
• Negotiate:
• Shelf space
• Margins
• Schemes
• Identify and onboard high-potential outlets
• Monitor competitor activity (Pepsi, Coke, etc.) and execute counter strategies
• Coordinate with distributors, drivers, and supervisors for seamless supply
• Track sales performance, collections, and stock movement

• Candidate Profile3–6 years experience in FMCG / beverage / distribution sales
• Strong network in Gurugram retail / modern trade
• Proven experience handling key accounts (NOT just general trade)
• Ability to close deals and push product in competitive markets
• Good understanding of:
• Retail margins
• Schemes
• Sales planning
• Highly result-driven and field-oriented

• Preferred BackgroundExperience with brands like:
• Beverages / packaged drinks
• Fast-moving FMCG companies
• Prior exposure to modern trade or high-volume outlets

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• Performance incentives linked to:
• Sales growth
• Account acquisition
• Market share

• Key Success MetricsMonthly sales targets
• Active key accounts
• Outlet conversion
• Repeat order rate
• Market penetration