National Key Account Manager Modern Trade

Job Title: National Key Account Manager-Modern Trade

Location: Mumbai HO, India

Why we exist?

We believe life tastes better with Ice Cream. We exist to bring the power of ice cream to more people, in more places, in new and unexpected ways. As our founder Mr Wall's already said in 1922, ‘By taking pleasure seriously”. We truly embody this and are creating the world’s largest IC company to accelerate these extraordinary ice cream experiences for more people around the globe.

About the company: Unilever, world’s 3rd largest CPG company with revenues of $60mn, has announced the spinoff of its Ice cream business group and form an independent company.  Ice cream as a business system has very different character & a distinct business system when compared to other Unilever categories as it requires a dedicated cold chain GTM, it’s an impulse category and needs larger distributive and multichannel OOH footprint, needs agility to manage seasonality and rigour in front end execution.

This bold move leads the creation of an iconic pure play ice cream company “MAGNUM IC Company” which operates in 80 countries with a revenue scale of $9bn globally, headquartered in Amsterdam. Magnum IC Company houses world’s most iconic brands like Magnum / Ben & Jerry, Cornetto, Breyers ,Walls and Grom. This separation gives us boost to accelerate fast in the highly attractive $1 trillion snacking and refreshment industry, growing consistently globally.

Magnum IC Company in India: In India, Kwality Wall’s (brand of Hindustan Unilever) is a large IC business with national presence. The HUL board has approved the demerger of Kwality Walls India business as a separate listed entity. Hence KWIL will be 100% part of the Magnum IC company with its India head office in Mumbai.

The Role:

This role manages Modern Trade of IC business

• Modern Trade Business. They will be working as National KAM and manage Sales operations at the front end and will be responsible for both account management, MT strategy and sales & execution ownership.  They will have reporting of regional MT ASMs, national KAMs and regional KAMs.

Description of the Role

Modern Trade National Account Manager

 Accounting Ownership & Joint Business planning

• Spearhead Annual Joint Business planning with Top MT accounts (Reliance, Dmart, Spencer, Wellness) and Regional chains
• Negotiate TOTs, visibility investments, pricing activation plans, new product listings and MT-exclusive innovations.
• Foster strong partnerships with category buyers to drive mutual growth

• Establish a robust contract matrix for national KAMs, regional KAMs, and MT ASMs to ensure alignment and accountability

Customer & Channel Strategy

• Develop and implement 6P strategies for all MT customers—ensuring optimal SKU mix, promotions, activations, and visibility.
• Map and co-create plans around customer-led events to unlock incremental growth opportunities.

MT Sales Leadership

• Deliver revenue and market share targets for the MT channel across India.
• Lead and coach a high-performing team of regional MT ASMs and KAMs, driving last-mile execution excellence.     

Distributor and Partner management

• Lead and Manage MT Distribution partners and common (MT, GT) Distributors
• Plan and deploy the right GTM for MT servicing (exclusive MT Distributors)

• Monitor distributor infrastructure and investments—stock holding, credit, fill rate, and delivery timelines—to ensure seamless execution.

• Plan, deploy and measure the right service mix (# Salesmen, Visit frequency) for effective demand capture

In-Store execution excellence

• Deliver on quarterly and monthly execution plans (Coverage, Bills, Assortment, OSA, promo width)

• Maximize offtake through strategic freezer placements at high-traffic store hotspots.

• Enforce planogram compliance, brand visibility and price visibility standards
• Deploy and oversee promoter performance, shopper engagements and sampling program to enhance shopper experience

Business Planning

• Plan and align forecast with Demand planning team to minimize out of stock (OOS)
• Ensure disciplined execution of promo calendars and claim settlements

• Benchmark competition on portfolio, spend, and pricing to maintain a competitive edge.

Chilled Capacity Expansion

• Strategically deploy the right number and size of freezer cabinets across MT stores to drive throughput.

• Drive expansion in new standalone MT stores (self- service supermarkets)

Critical Success Factor for the role

Key Skills:

• Strong analytic, quantitative and qualitative
• Business acumen
• Insight into action
• Negotiation thinks customer’s category strategy
• think customer / channel shoppers
• think of delivering profitable category growth
• think of business opportunities

  Experience and skills required:

• Essential:
• Post-graduation in business/marketing
• Self-motivated with analytical rigor
• Experience in leading teams is critical
• Desirable: Customer-facing experience Overall Sales & Marketing experience  5+ years

We are committed to developing and nurturing talent within our Ice Cream company. We are committed to providing ample options for career growth and exploration, allowing our employees to explore roles and opportunities across the new Ice Cream organization. Employees’ career development is a priority for us, and we are dedicated to supporting their growth journey within the new company.

Leadership Behaviours: Should "meet or exceed expectations" on the Standards of Leadership behaviours:

• Purpose & Service: Works from purpose for the good of others.
• Personal Mastery: Always brings their best self.
• Agility: Constantly curious & courageous.
• Business Acumen: Generate value in Channels & Customers.
• Talent Catalyst: Develops & magnifies the power of people.
• Consumer Love: Creates better futures for our consumers every day.
• Passion for High Performance: Inspires the energy needed to win and grow

Are you up for this exciting challenge?