Britannia - Key Accounts Manager

Purpose of the Role "To Explore, Identify, Enroll and Manage modern trade thereby building a strong profitable volume and value base with top end relationship matrix and account handling norms".

Reporting To National Head Modern Trade & Alternate Channels

Relationship with the Account and Joint business planning - A business review with the accounts and also develop business plans for the year, including revenue planning, calendar planning, focusing on value growth areas for the Britannia business

- Developing & negotiating TOTs which drive profitability and presence for the range of brands to be executed

- National chains across regions to be tapped and TOT's to be signed and executed

- Renew contracts annually with growth in business and market share

- Ensure presence of higher gross margin brands in the mix while finalizing the TOTs

Drive Brand Activation's :

- Driving various brand activation's, combos, visibility elements, cross promos with other range etc.

- Developing visibility elements for the channel by understanding customer needs and space or Terms of trade

- Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year

- Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution - In store execution incl. purchase order management, order fulfilment, collection, a/c reconciliations, promo executions

- Develop a price pack strategy with special packs for chains - Assess potential for special packs and work on the development of the same with the team

- Managing channel conflicts (E.g.. national chains selling to retailers and hence disrupting trade terms between modern and general trade)

Job Scope :

Internal Interactions : (Within the Organization) : Modern Trade Operations Head, ASMs/ASEs -Modern Trade, Brand Team, Customer marketing manager, Commercial

External Interactions (Outside the Organization) : Category Heads / Managers of Retail Chains, Purchase Heads - Commercial Mangers

- Geographical Scope India

- Financial Accountability (cost/revenue with exclusive authority) Minimum 8 cr INR Annually

Job Requirements :

Educational Qualification : MBA (Specialization in Sales & Marketing) from a Premier B School

Specific Certification (if Any) : NA

Preferred Total Experience : 2 - 5 years (handling key accounts/ national chains with some sales and trade marketing experience)