GlaxoSmithKline - Key Account Manager - Future Retail

Business Delivery :

- Meeting the top line National sales objective for designated account

- Responsible for sales & market share delivery as per plan

- Responsible for driving category agenda as per plan

- Develop and manage the Joint Business plans for designated account

- Work with the Customer Marketing team to identify unique opportunities in the account and create customized solutions to service them

- Strong orientation towards category data understanding

- Improve GSKCH representation (market share/ share of shares)

Customer Engagement :

- Manage all interfaces with all accounts

- Drive availability, visibility and implementation of specific programs

- Work with supply chain partners to drive the best possible service levels

- Develop winning relationships with all stakeholders (category, marketing, operations, finance, replenishment) in account HO & Regional offices

- Have a quarterly review of performance with the account

- Share industry best practices/initiatives and adopt them to drive better sales processes & results

- Initiate and manage all process changes like new product introductions, change in pack, new launches, etc

- Take on the category advisory role

- Work with Shopper Marketing team to use information from the shopper study and work with accounts to implement data-based insights

Commercial Hygiene :

- Maintain a track of the cost of doing business with these accounts & ensure activities are done to maximize returns for GSK

- Ensure timely activations communication to Accounts and GSK Operations team and monitor compliance every week/month

- Monitor competition activity & take corrective action so as to improve GSK's efficiencies on spends

- Managing & delivering Terms of Trade

- Ensure active TOT & 100% compliance against the same

- Ensure TOT execution and adherence PAN India

- Monitor and ensure month-on-month asset & share of shelf compliance through GSK Operations team/external agency/CMT

- Ensure collection is done as per the agreed credit policy

- Ensure all account claims/supporting are submitted & cleared well in time, with proper alignment with Account, GSK-CMT & GSK-Finance

Scientific Innovation :

- Deliver the Perfect Punch for NPI / Launches through robust plans

- New products introduction

- Pack changes

- Price increase

- Consumer promotions and other activities

Supply Chain & Cost Control :

- Meeting the top line national objective for all designated accounts

- Ensure fill rates as per plan with all accounts, review monthly RCA and follow up for improvements with concerned stakeholders

- Ensuring stock availability thereby maintaining a close watch on the customer replenishment processes.

Developing People :

- Be a role model for our Values & Culture

- Drive a modern trade capability agenda by working with the operations team and sharing account best practices

- Recognize field team through GSK R&R process on exemplary performance

- Drive an ROI culture (self and team) through effective monitoring of spends management for customers

- Manage relevant processes to ensure smooth functioning of the outsourced merchandiser field force for Accounts

- Work with the external agency appointed for ensuring that all aligned processes are adhered to for all Accounts

- Leverage existing system for data analytics and decision making