Key Accounts Manager
Job Title: Key Account Manager,
Department: Marketing,
Reports To: Key Accounts Head,
Experience & Qualifications :
- MBA
- 5-7 experience as F& B manager in high-end restaurants or Institutional Sales Manager from FMCG or AlcoBev Industry,
Key Responsibilities :
- Develop and execute key account strategy for defined set of key accounts with primary responsibility for sales and driving Key account relationships
- Design a strategy for each key account based on USL imperatives/Key Account understanding
- Manage profitability of the brands (working on the brand contributions and cost cards)
- Develop a clearly defined TOT(Terms of Trade) agreement for all Key Accounts
- Develop and ensure execution of a Quarterly calendar of Trade marketing activities for Key Account with a clear definition of programs and expected results
- Track and monitor performance of Key Accounts through regular information gathering and Analysis; design plans to block competitor activity
- Ensure availability of the entire portfolio of products in POPs and respective outlets
- Ensure portfolio visibility across all channels and develop innovative ways of increasing the same
- Select appropriate channels to push the products and increase visibility vis - a - vis competitor
- Drive initiatives to increase the share of throat in the entire channel through consumption driving strategies and draw activity calendar for the channel to drive experience, and visibility
- Manage local area promotion budgets effectively to ensure optimum return on money spent
- Explore image building and alternate channel opportunities of boosting volumes (gifting, cross-promotion, tie-ups, events, promotions etc.)
- Plan for other business activities like volume/market share and competition tracking
- Plan brand activations and regional activations
- Study data/trends of strategic accounts and plan activations accordingly
- Build strong relationship with local sales, marketing stakeholders, and Key Account Stakeholders
- Compile daily/weekly reports for brand's performance analysis
- Coach and mentor the team; help design career path and facilitate people development activities
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