Posted By
Posted in
Sales & Marketing
Job Code
441062
Responsible for driving business with National Online Channel Accounts like Amazon, Big Basket, Firstcry, Paytm, Snapdeal, Netmeds, 1 MGand develop and execute the annual business plans with all the above accounts
- Signing annual terms of trade
- Promotion planning
- Activation support
- Ensuring compliance of annual business plans
- Account profitability
CORE JOB RESPONSIBILITIES
- Meeting the top line National sales objective for the following National Accounts - Amazon, Big Basket, Firstcry, Paytm, Snapdeal, Netmeds, 1 MG, with expertise of handling online portal sellers like Cloudtail, Primac, Nova, etc on multi-channel, multi-platform model
- Overall responsible for sales to these accounts for the entire country
- Having all our product listed in the platforms
- Ensuring stock availability with a high degree of forecasting accuracy
- Ensure fill rates of 90% plus with all these chains
- Develop and manage the Annual Business plans for these National Accounts
- Have a vision for the next 3-5 years for the business
- Set annual targets for all these accounts
- Sign the TOT, with desired counterparts
- Ensure TOT execution and adherence PAN India
- Managing the Account wise profitability & cost of sales
- Setup a model to measure key accounts profitability
- Ensure activities are done to maximize returns for ANI.
- Maintain a track of cost of doing business with these accounts
- Challenge the existing route to market model and suggest ways of reducing cost in the same
- Managing the credit index, collections and ensuring no bad debts Nationally
- Ensure collection is done as per the agreed credit policy
- Ensure that there are no bad debts
- Settlement of claims / credit notes within the agreed time frame
- Deliver the Perfect Punch for NPI / Launches through robust plans:
- New products introduction
- Pack changes
- Price increase
- Consumer promotions and other activities
- Take on the category advisory role
- Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category
- Increase the ANI share of contribution from the existing levels
- Look at the possibility of exclusive modern trade sku, in order to further leverage our strength
- Design strategic brand building roadmap
- Manage all interfaces with all Accounts
- Develop good relations with HO & Regional offices
- Have a quarterly review of performance with the Account
- Share best practices of work done by Regional Team and also global initiatives in the category
- Initiate and manage all process changes like new product introductions, change in pack, new launches
- Manage industry interfaces and keep the organization informed about developments in the retail sector
- Develop good relations with counterparts in the FMCG industry
- Share best practices in the industry with the KA Team, so as to enhance internal system and processes
- Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment
- Organize Top to Top meetings with the retailers
- Meeting between Retailer's top management and ANI GM and Business Head - Trade
- Share growth and expansion plans of ANI in India and make the retailers partners in progressunderstand their short-term and long-term plans
Minimum Education : Post Graduate
Education Level : MBA/ PGDM
Major/Field of Study - Sales & Marketing
Minimum Work Experience :
Experience : 5+ years
Experience Details :
- 5+ years experience in field sales with 3+ years in Key Accounts with a reputed FMCG company, handling online channel
- Sharp negotiation and influencing skills
- Understanding of the retail environment
- Networking, analytical skills and strong orientation towards customer management
- Ability to handle pressure in a dynamic environment
- Ability to handle complex and diverse business situations
- Focusing the team/organization on adding value to the customers/clients and taking action to build customer/client value.
- High level of persuasion, influencing skills and strong commercial acumen
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Posted By
Posted in
Sales & Marketing
Job Code
441062