Modern Trade Manager - Bangalore

About the role

The Key Account Manager – Modern Trade will own key modern trade relationships across Karnataka & Kerala, driving strong in-store execution, sales growth, visibility, and operational excellence across priority retail partners. This is a hands-on, revenue-driving role with end-to-end ownership of key account performance, BA productivity, and execution excellence on the ground.

What you’ll do Account Ownership & Growth Own P&L and growth performance for assigned Modern Trade accounts. Drive primary vs secondary alignment, fill rates, growth targets, and visibility compliance. Ensure flawless execution of promotions, visibility plans, and in-store activations. Field Force & BA Productivity Lead, guide, and review Supervisor, Merchandiser, and BA operations across accounts. Drive BA productivity KPIs including sales throughput per BA, store-level market share, target achievement, man-days utilization, and incentive payouts. Coach field teams on execution excellence and commercial discipline. In-Store Execution & OSA Ensure strong on-shelf availability (OSA), planogram adherence, and premium in-store visibility. Identify execution gaps and deploy corrective actions to improve sell-out performance. Data, Tracking & Performance Reviews Maintain accurate sell-out and stock data in defined formats. Track weekly/monthly performance across customers and brands; drive data-backed interventions. Lead Monthly Business Reviews (MBRs) with customers and internal stakeholders with clear action plans. Claims, Reco & Financial Hygiene Ensure timely submission and closure of all account claims with supporting documentation. Partner with Plum Finance and Channel Finance to close Reco/NDC sign-offs at least once every six months Ensure adherence to account agreements and finance provisions. Market Intelligence & Best Practices Track competition activity, visibility, promotions, and new launches Share market insights and adopt relevant best practices to strengthen Plum’s MT execution model. Critical Competencies Execute with Impact: Strong ownership, bias for action, and delivery mindset. Collaborate to Win in the Market: Works alongside field force to drive results on-ground. Communicate & Negotiate Effectively: Influences customers and internal stakeholders with clarity. Analytics-Driven Decision Making: Uses data to diagnose issues and unlock growth levers.

What we’re looking for Graduate / Postgraduate (any stream) with 23–5 years of experience in Modern Trade within FMCG. Hands-on experience managing both BA and Non-BA Modern Trade accounts. Strong exposure to Personal Care category preferred. Must be based out of Bengaluru with strong Karnataka & Kerala market understanding.

What Success Looks Like (First 6–12 Months) Improved fill rates, visibility compliance, and BA productivity across key accounts Consistent month-on-month growth across assigned MT chains Strong financial hygiene with zero pending claims and timely Reco/NDC closures High-quality relationships with customers and field teams, leading to better execution outcomes