Deputy General Manager - Key Accounts - FMCG

Time % Summary of major duties & key responsibilities - 

30% Account Management

- Responsible for portfolio planning and listing. Negotiating and closing trade terms with the accounts. Ensuring availability through getting the product link across geographies and stores. Negotiating for space and planogram suitable for the product.

- Planning trade marketing activities for the account to impact offtakes from the stores. Coordinating with the marketing team to line up in store activity along with the marketing plans and hence draw a trade marketing calendar for the year.

- Tracking of share of shelf (SOS) to improve market share.

- Following up on account receivables and coordinating with the commercial team to get account reconciliation sign offs, every year.

- Ensure fulfillment and track fill rates. Coordinate with the supply chain team to continuously improve on fill rates.

30% Sales management

- Ensures the delivery of the sales goals through the sales team. Defines the Key Performance Indicators (KPIs) for the sales team in alignment with the organization goals. Owns the sales KPIs.

- Is accountable and responsible for the RTM structure for his zone. Should review the distribution structure periodically and provide solutions for apt distribution structure.

- The role is responsible for maintaining good distributor management. Should be able to put processes in place to monitor distributor inventory, claims, fulfillment and achieve customer service standards.

25% Financial management

- The role is responsible for the P&L at the account level. Should coordinate with the finance team to put processes for monitoring of account level P&L. Periodic review and next steps to achieve the financial goals for the account.

- Should be able to measure the efficacy of promotions with support from the financial team. Plan and ensure best ROIs from the promotional spends.

- Is accountable for the accounts receivables and claims.With coordination with the commercial team, should ensure timely recovery of outstandings and clearing of claims. Ensure periodic reconciliation of accounts with the customers.

15% People management

- Delivers the agreed organizational and talent development strategies in his market.

- The role consistently articulates to HR partners the development needs of his team. Work closely with HR to retain talent and work towards growth of potential candidates.

- The role is an active participant in determining in-market recruitment, retention and rewarding processes and programs for his team.

- The role is responsible for the training and development of the sales team. Should be able to provide relevant and adequate training directly or through HR support for the sales team