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Job Description – KAM (SAMT / RMT – Standalone MT & Regional Chains)
Job Purpose
The Key Account Manager (SAMT/RMT) is responsible for managing and growing business across Standalone Modern Trade outlets and Regional Chains (e.g., Lulu, regional retail groups, local MT formats). The role focuses on driving sales, improving store-level execution, strengthening customer relationships, and ensuring profitable growth through effective planning and execution.
Role Details
- Position: KAM – SAMT / RMT
- Department: Sales
- Reporting Manager: ZSM
- Location: Chennai & Kochi
Mandatory - Experience into Modern trade
Industry : Home furnishing, Textile, Home Decor, Beauty, Luggage, Consumer Durable and fashion
Key Responsibilities
1. Account Management – Standalone & Regional Chains
- Manage key accounts across Standalone MT stores and Regional Chains (e.g., Lulu, regional supermarkets, local retail groups)
- Build strong working relationships with buyers, store managers, and regional decision-makers
- Drive business expansion within existing accounts and improve share of shelf
2. Sales Growth & Business Delivery
- Achieve monthly, quarterly, and annual sales targets
- Drive sell-in and sell-out performance across stores
- Ensure consistent year-on-year growth across assigned accounts
3. Store-Level Execution Excellence
- Ensure strong in-store visibility, merchandising, and promotions
- Monitor store-wise performance and availability
- Drive execution through brand staff / promoters
4. SKU Planning & Assortment Optimization
- Plan and execute store-wise assortment based on local demand
- Track SKU performance and take actions on slow-moving inventory
- Ensure the right mix to drive both volume and profitability
5. Channel Expansion
- Identify opportunities to onboard new standalone MT stores and regional retail chains
- Expand footprint within existing chains by increasing store coverage and range
6. Commercial Management & Controls
- Handle account-level commercials including discounts, schemes, and negotiations
- Ensure closure of Debit Notes, Credit Notes, and reconciliations
- Maintain strong control on margins and profitability
7. Inventory & Supply Coordination
- Ensure optimum stock levels across stores and warehouses
- Coordinate with SCM and warehouse teams for timely replenishment
- Manage seasonal inventory to avoid stock-outs or overstocking
8. Performance Tracking & Reporting
- Monitor KPIs such as sales, productivity per store, SKU performance, and inventory turns
- Identify gaps and drive corrective actions
Competencies & Skills Required
- Strong understanding of Standalone MT & Regional Retail dynamics
- Ability to manage multiple smaller yet high-potential accounts
- Strong execution focus (store-level impact mindset)
- Good negotiation and relationship-building skills
- Analytical ability for sales and SKU performance tracking
Key Interactions
- Internal: NKAM, RSM, ASO, Brand Staff, Marketing, Category, HR, Finance, SCM, IT
- External: Store Managers, Regional Buyers, Retail Owners, Distributors, Vendors
Educational Qualification & Experience
- Qualification: MBA / PG (Preferred)
- Experience: 5–10 years in Modern Trade / Regional MT / Standalone Retail Accounts
- (Preferably in Textile, FMCG, Retail, FMCD)
Key Competencies
- Execution Excellence
- Stakeholder Management
- Result Orientation
- Ownership Mindset
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