Diageo India - Key Accounts Manager

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