About the role
You'll own national/ regional FMCG brand acquisition for Kirana Club—from building the pipeline and opening commercial conversations to negotiating deals, onboarding brands, and driving early growth. You'll own the full business development lifecycle until the account is stable and ready for transition to the KAM team.
What you'll do
- Build and own a pipeline of national/ regional FMCG brands across target categories — identify the right brands, find the right POC, and create the opportunity.
- Present Kirana Club's value proposition to NSMs, brand e-commerce heads, and trade marketing teams—tailoring the pitch to each brand's GT distribution strategy and business objectives.
- Negotiate commercial terms including commission structures, promotional investments, MOP compliance, fill-rate SLAs, and logistics terms.
- Own the end-to-end onboarding process, ensuring brands are operationally ready for a successful launch.
- Own newly onboarded brands during the initial growth phase—resolve operational issues, drive early traction, and establish a strong foundation before transitioning the account to the KAM team.
- Build the commercial case for every deal — understand what makes it viable for the brand and for KC's P&L.
- Work cross-functionally with catalogue, ops, and logistics to ensure clean brand go-lives.
- Transition mature accounts to the KAM team with complete commercial context, performance insights, and relationship history.
- Develop a strong understanding of GT supply chain dynamics, including distributor economics and channel conflict, to build commercially viable partnerships.
What we're looking for
- 5–8 years of experience in marketplace business development, brand partnerships, FMCG sales, or key account acquisition, including at least 3 years in a business development or acquisition role.
- Strong understanding of GT supply chain: MOP, PTR, C&F, distributor margins, and how FMCG brands think about channel conflict.
- Proven experience negotiating commercial agreements with national FMCG brand teams.
- Experience owning the complete business development lifecycle—from prospecting to onboarding and early account growth—for large national brands.
- Comfortable building from scratch: your own pipeline, your own pitch, your own close.
- Sharp commercial instinct — knows when a deal works for both sides and when to walk away.
- Willingness to travel
