KAJAL DUBE
Mumbai
Summary
Dynamic Key Account Manager with extensive experience managing pharmacy modern trade chains like Medplus, Wellness Forever, Emami Frank Ross, and MS Pharmacy across India. Skilled in driving sales growth, building strong client relationships, and executing strategic account plans. Previously served as a Category Manager, overseeing FMCG categories such as Skincare, Oral Care, and OTC, with a focus on optimizing product placement and promotions. Earlier roles as a Key Account Executive involved managing modern trade accounts like Reliance Retail, Dmart, Star Bazaar, Spar, and More Retail, consistently achieving business objectives. Proficient in strategic planning, negotiation, and delivering value-driven solutions to clients.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Key Account Manager
Abbott India Ltd
Mumbai
08.2024 - Current
- Company Overview: Modern Trade Pharmacy Chains – Medplus, Wellness Forever, Emami Frank Ross, MS Pharmacy | Portfolio: ₹160 Cr
- Led annual Terms of Trade (TOT) and Joint Business Planning (JBP) negotiations with key accounts to drive mutual business growth
- Conducted chain-wise assortment planning at state and pin-code levels, ensuring optimal product availability and relevance
- Designed and executed marketing campaigns in partnership with key accounts to boost brand awareness, availability, and sales for focus brands
- Oversaw timely settlement of expiry claims with accounts, maintaining trust and operational efficiency
- Collaborated with internal stakeholders and cross-functional teams, including BU heads, supply chain, finance, and marketing teams, to align on and achieve strategic business objectives
- Consistently drove sales growth and strengthened client relationships through strategic planning and execution
National Key Account Executive
Unicharm India Pvt Ltd
Mumbai
09.2021 - 08.2024
- Managed a portfolio of Key accounts, generating 150cr annual revenue and consistently exceeding sales targets by 70%
- Building long term sustainable relationships with strategic account partners and negotiating favorable terms of trade with them
- Handling Modern trade Chains – Reliance, Dmart, Spencer’s, MRL & Spar
- Facilitate the hygiene of commercial processes - reconciliation, debit note accounting and any other process that would enable the timely payment from customers
- Develop sales promotion plans for delivering sales volumes
- In store visibility/highlight display, continuously improve share of shelf vs competitor to amplify impact of product visibility on consumers
- Develop account specific strategic plans for each Modern trade chain
- Preparing volumes forecast and plans, and tracking fill rates for all chains
- Assortment planning pack/ size wise to different formats/channels
- Ensuring all new products are added to relevant channels to ensure increased brand presence
- Monthly, Quarterly closure of promotions along with retail chains to ensure maximum volume sales and drive for specific pack
- In-store activations along with regional operations team to increase customer engagement, brand recall and trails
- Inventory management, SKU-level forecasting at account level, assortment/portfolio planning
- Achieve and maintain high instock rates for all MT channels
- Ensuring that brand participates in all instore events and leverages the event for higher month on month growth
- Tracked and analyzed key account trends, identifying opportunities for growth and eliminating potential threats
Assistant Category Manager
Reliance Retail Limited
Mumbai
05.2018 - 09.2021
- Category Management – Managed Personal care categories like Skin care, Cosmetics, Oral care and Health & wellness 300 CR business for Reliance Retail (Pan India) consisting of Branded and Private Label products for 2000+ stores
- E-commerce: JioMart
- Hypermarket: Reliance Smart
- Supermarket: Reliance Fresh, Smart Point
- Own category P&L, selection, assortment planning to drive exponential revenue growth and margins
- To achieve profitability sales and margin tracking - cut across family/formats/stores/cites and brand sku level to analyze gap and take corrective actions
- Vendor management- Daily vendor coordination for supplies of local and regional bets
- Stock planning - Store wise - Article wise - quantity planning of promo articles, KVI, Big Bet articles, Buying Cycle articles
- Competition benchmarking - Visiting competition stores and online website to analyze competitor landscape for potential opportunities
- Marketing promotions - Collaborate with marketing team to drive marketing plans for category and product promotion plans
- Identify new opportunities, develop and execute project plans
Education
Certificate of Higher Education - Professional Certificate In Brand Strategy
S.P.Jain Institute of Management and Research
Mumbai01.2023
MBA - Marketing
Durgadevi Saraf Institute of Management
Mumbai01.2018
B.E - Civil
Dr.J.J Magdum College of Engineering
Jaysingpur01.2015
Skills
- Key account management
- Product assortment planning
- Vendor negotiation and management
Certification
- DigiPivot 2024 -Digital Marketing Product Curriculum by Google, Intentional Career Pathing by Avtar , Fundamentals of Digital Marketing by ISB Executive Education, Industry Insights by HUL
Timeline
Key Account Manager
Abbott India Ltd
08.2024 - Current
National Key Account Executive
Unicharm India Pvt Ltd
09.2021 - 08.2024
Assistant Category Manager
Reliance Retail Limited
05.2018 - 09.2021
Certificate of Higher Education - Professional Certificate In Brand Strategy
S.P.Jain Institute of Management and Research
MBA - Marketing
Durgadevi Saraf Institute of Management
B.E - Civil
Dr.J.J Magdum College of Engineering
Similar Profiles
Rambabu RastogiRambabu Rastogi
Sr Therapy Business Manager at Abbott India LtdSr Therapy Business Manager at Abbott India Ltd
Ch Yallamanda ReddyCh Yallamanda Reddy
Therapy Business Manager at Abbott India LtdTherapy Business Manager at Abbott India Ltd
Anandhraj CAnandhraj C
Associate Director at Abbott India LtdAssociate Director at Abbott India Ltd