Key Account Manager – CPC and Government Accounts

About the role

The Key Account Manager for CPC and Government accounts will support Tata Consumer Products’ strategic pillars of strengthening the core business and unlocking synergies. Reporting to senior leadership, the role is accountable for achieving volume and value targets, onboarding new national accounts, driving product activations and managing the P&L of assigned accounts.

Key responsibilities

• Develop annual joint business plans, sales and portfolio growth plans, new product launch plans and expense budgets for assigned accounts.
• Drive achievement of volume and value targets in the CPC and Government channels.
• Monitor performance, prepare quarterly reviews and take corrective actions with internal teams and account partners.
• Ensure timely fulfillment and high fill‑rate across CPC and Government depots in coordination with supply chain and logistics.
• Coordinate merchandising activities across all CPC and Government canteens.
• Secure high rate of account renewals with favorable terms of trade.
• Identify and onboard new national accounts, negotiating advantageous trade terms.
• Lead innovation and new product development tracking, including listing, business planning and activation communication.
• Leverage existing relationships to expand key brand presence across accounts.
• Manage commercial hygiene, finance meetings, claim releases and settlement follow‑ups.

Required profile

• MBA with 6–8 years of relevant experience in reputable FMCG organizations.
• Proven expertise in managing CSD/CPC accounts and portfolio growth.
• Deep knowledge of sales and distribution systems within the FMCG sector.
• Strong financial acumen, including P&L management, profitability driving and ROI analysis.
• Analytical mindset with advanced Excel and business presentation skills.
• High attention to accuracy and detail.
• Excellent networking, assertive communication and stakeholder management abilities.