Asst. Manager - Key Accounts – Organized Trade (OT)

Location - Bangalore

Role Overview 

We are seeking a Strategic Key Account Asst. Manager to drive long-term business growth across large Modern Trade/Organized Trade customers. This role goes beyond operational sales execution and focuses on strategic planning, portfolio growth, JBP ownership, category development and P&L responsibility across priority accounts. The incumbent will lead high-impact initiatives to strengthen partnerships, unlock scalable opportunities, and shape Nestlé’s presence in key modern trade ecosystems.

Key Responsibilities

Strategic Planning & Business Growth

• Own the strategic roadmap, revenue targets, and long-term growth plan for top OT/MT accounts.
• Develop, negotiate, and execute Joint Business Plans (JBP) with a focus on category expansion, assortment optimization, and strategic visibility.
• Lead P&L ownership for priority accounts, ensuring profitable and sustainable growth.

Customer & Category Leadership 

• Build C-suite/Top-level relationships with strategic customers to unlock enterprise-wide opportunities.
• Lead category development initiatives using shopper insights, consumption trends, and customer-offtake analytics.
• Drive portfolio penetration through strategic listings, cross-category expansion, and new product introductions.

Data, Analytics & Forecasting

• Analyze customer sell-out/offtake data to identify opportunities, risks, and whitespace for growth.
• Develop accurate rolling forecasts, demand planning inputs, and supply chain alignment to improve fill rates.
• Track performance vs. JBP and identify course correction opportunities.

Commercial Excellence & Negotiation 

• Negotiate annual terms, investments, and visibility plans aligned to ROI expectations.
• Guide promo strategy, evaluate performance, and ensure efficient investment deployment.
• Collaborate with finance, supply chain, and category teams to drive account profitability.

Cross-Functional Collaboration 

• Work closely with internal stakeholders (Marketing, Supply Chain, Finance, Category Teams) to deliver integrated plans.
• Lead internal governance on account performance, investments, and strategic interventions.
• Ensure execution excellence across listings, price management, promotions, and portal hygiene.

Must-Have Qualifications & Skills

• 4–8 years of experience in Strategic Key Account Management / Modern Trade / Organized Trade (FMCG required).
• Demonstrated success in managing large strategic accounts and owning complete JBP + P&L delivery.
• Strong negotiation, analytical, and strategic thinking capabilities.
• Excellent relationship management and communication skills.
• Ability to work with complex datasets, financial models, and customer insights.

Why Join Us?
Be part of a high-impact commercial team leading strategic partnerships that define the future of Organized Trade. You’ll drive transformative initiatives, shape category growth, and directly influence business strategies at the national and regional level.