02/07 Kulbhushan Lakra
Recruitment Team at GSK Consumer

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GlaxoSmithKline - Key Account Manager - Future Retail (3-4 yrs)

Mumbai Job Code: 715859

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

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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