Enterprise account manager - fmcg

Vibrium.ai · Gurgaon, India

About Vibrium

Vibrium builds outcome-oriented AI solutions that help enterprises improve revenue, customer engagement, and operational efficiency. Our AI agents work across voice, Whats App, chat, and other channels to execute business processes and deliver measurable outcomes. For FMCG companies, we build solutions across retailer ordering, DSR productivity, outlet coverage, product recommendations, and distributor operations.

About the Role

This is a business-first, embedded role for someone who has lived FMCG sales and distribution. You'll be the day-to-day owner of Vibrium's relationships with existing FMCG clients — deepening adoption, growing the account, and making sure every deployment delivers (and demonstrates) measurable business value.

You'll work alongside client sales and distribution teams daily, spot opportunities to expand what's working into new regions, categories, and use cases, and turn real deployment outcomes into rigorous, well-documented case studies. We're looking for someone who instinctively understands distributor ROI, DSR behaviour, scheme mechanics, and what actually moves numeric distribution — and who can also tell that story with data.

Key Responsibilities

1. Client Ownership & Daily Engagement Own the day-to-day relationship with assigned FMCG accounts as their primary business point of contact. Work embedded with client sales, distribution, and trade teams to drive adoption and resolve blockers. Run regular business reviews tied to outcomes, not activity.



2. Account Growth — Upsell & Cross-sell Identify and drive expansion of proven use cases into new regions, distributors, categories, and products. Spot cross-sell opportunities across Vibrium's solution areas (ordering, DSR productivity, coverage, recommendations, distributor ops) and build the business case for each. Own an expansion/growth target for your book of accounts.

3. Value Realization, Analysis & Documentation Track engagement, order rate, AOV, repeat orders, SKU penetration, and scheme adoption against a defined baseline and North Star metric. Analyse retailer behaviour, objections, and drop-offs; recommend changes to messaging, timing, offers, and recommendations. Produce well-informed, data-backed observations and outcome documentation — turning live results into publishable case studies in partnership with marketing.

4. Solution Refinement & Go-Live Support For existing accounts, translate observed gaps into requirements, data needs, retailer segments, and rollout plans. Coordinate client and internal teams through testing and go-live for new use cases and expansions.

5. Bridge to Product & Engineering Act as the voice of the client to Vibrium's product and engineering teams. Channel field learnings into product improvements and reusable solution patterns.

6. Institutional Knowledge Build reusable FMCG playbooks, KPI frameworks, case-study templates, and implementation checklists. Document learnings on retailer behaviour, DSR performance, assortment, schemes, timing, and segmentation.

Key Performance Indicators Account expansion — upsell/cross-sell revenue Business metrics improvement across deployments Pilot-to-production conversion Number and quality of documented case studies / outcome studies Net retention and stakeholder satisfaction Speed to market (discovery → go-live) for new use cases Quality of analysis and recommendations

Experience & Qualifications 3-7 years in FMCG sales, trade marketing, category/channel management, key account management, or FMCG-focused consulting. Hands-on ground experience in at least one of General Trade (ASM/Area Sales), Modern Trade, or E-commerce — with direct exposure to distributor operations, DSR/salesforce productivity, JBP, RTM, and outlet coverage. Proven ownership of a channel or account P& L, ideally with account-growth or JBP targets. Strong analytical ability; comfortable with sales/operational data and BI tools (e.g., Power BI, Excel). Ability to synthesize findings into clear, compelling written narratives (case studies, business reviews). Excellent communication and stakeholder management; willingness to travel to markets.

Preferred Experience Engineering + MBA background with FMCG field experience. Key account management or client-facing commercial experience in FMCG. Route-to-market redesign or sales-automation transformation experience. Experience across MT + GT + E-commerce channels. Exposure to AI, automation, or digital transformation.

To Apply

Apply on Linked In or email your resume to with a short note on your relevant FMCG sales/distribution experience and your interest in AI agents.