Godrej Industries - Key Account Manager - Modern Trade

About Godrej Group

Established in 1897,theGodrej Group has its roots in India's Independence and Swadeshi movement. Our founder, Ardeshir Godrej, lawyer-turned-serial entrepreneur failed with a few ventures before he struck gold with a locks business.

Today, we enjoy the patronage of 1.2 billion consumers globally across consumer goods, real estate, appliances, agriculture and many other businesses. In fact, our geographical footprint extends beyond Earth, with our engines now powering many of India's space missions.

With a revenue of overUSD5 billion we are growing fast, and have exciting, ambitious aspirations.

But for us, it is most important that besides our strong financial performance and innovative, much-loved products, we remain a good company. Approximately 23 per cent of the promoter holding in the Godrej Group is held in trusts that invest in the

environment, health and education. We are also bringing together our passion and purpose to make a difference through our Good &Green strategy of 'shared value 'to create a more inclusive and greener India.

At the heart of all of this, is our people. We take much pride in fostering an inspiring workplace, with an agile and high performance culture. We are also deeply committed to recognising and valuing diversity across our team

Website: www.godrejgroup.com

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LinkedIn : https://linkedin.com/Godrej-Group/

YouTube : https://www.youtube.com/@godrejgroup

About Godrej Consumer Products :

Godrej Consumer Products is a part of the over 123-year-young Godrej Group. We are fortunate to have a proud legacy built on the strong values of trust, integrity, and respect for others. As an emerging market company, we have witnessed rapid growth and are pursuing our exciting and innovative aspirations.

Today, our Group enjoys the patronage of 1.15 billion consumers globally, across different businesses. In line with our 3 by 3 approach to international expansion, we are building our presence in three emerging markets, namely Asia, Africa, and Latin America, across three categories (home care, personal care, and hair care).

We rank among the largest household insecticide and hair care players in the emerging markets. In household insecticides, we are the leader in India and Indonesia and are expanding our footprint in Africa. We are the leader in serving the hair care needs of women of African descent and are the number one player in hair colour products in India and sub-Saharan Africa, and among the leading players in Latin America. We rank second in soap products in India, first in air freshener products in India and Indonesia, and lead in wet tissue products in Indonesia.

For us, it is very important that besides our strong financial performance and innovative, much-loved products, we remain a good company. Approximately 23 per cent of the promoter holding in the Godrej Group is held in trusts that invest in the environment, health, and education. We are also bringing together our passion and purpose to make a difference through our Good & Green approach to build a more inclusive and greener India.

At the heart of it all is our talented team. We take much pride in fostering an inspiring workplace with an agile and high-performing culture. We are also deeply committed to recognising and valuing diversity across our teams.

What impact will you create?

In this role you will be required to explore, identify, enroll and manage modern trade thereby building a strong profitable volume and value base with top end relationship matrix and account handling norms.

The key responsibilities for this role would include:

Sales Planning

Understands business and is able to create and execute growth plans through systematic planning and organizing

- Identifies & quantify "sources of growth" and builds plans accordingly

- Effectively looks at both external and internal data sets to make robust growth plans

- Identifies trends from the data, correlate business growth with market Intelligence and come out with required inferences

- Demonstrates deep understanding of customers, shoppers and competitors

- Develops strong win-win relationships with key retailers and distributors

- In-store execution including purchase order management, order fulfilment, collection, a/c reconciliations, promo executions

Key Account Management

Relationship with the Account and Joint business planning

- Understand retailer dynamics and engage with national and regional retailers to represent GCPL brands

strongly

- Work on a JBP with the retailer to freeze activation calendar, business plan for the year

- Business review with the accounts and also develop business plans for the year, including revenue planning,

calendar planning, focusing on value growth areas for the Britannia business

- Developing & negotiating TOTs which drive profitability and presence for the range of brands to be executed

- Ensure presence of higher gross margin brands in the mix while finalizing the TOTs

- Develop a price pack strategy with special packs for chains

Drive Brand Activations

- Driving various brand activations, combos, visibility elements , cross promos with other range etc.

- Developing visibility elements for the channel by understanding customer needs and space or Terms of trade

- Collaborate with Customer Trade Marketing Manager to design and execute promotions & visibility

campaigns with a view to achieve better ROI

- Actively engages with category buyer teams to improve GCPL assortment on existing portfolio as well as new products

Ensure regional alignment with Area Sales Managers regarding the Terms of Trade and execution

- Engage with the MT sales and operations team to improve service levels to retailers

- Engage with MT commercial team to ensure commercial hygiene and drive account profitability

- Review monthly performance, MBQ's across categories, commercials and fill rates

Managing channel conflicts

- Effective controls, monitoring and structured checks to ensure price hygiene and right SKU mix in the market as per norms

Other partners

- Internal: Organized Trade Head, National Sales Manager-Modern Trade, Area Sales Managers -Modern Trade,

Brand Marketing Team, Customer trade marketing manager, Commercial team

- External: Category Heads/ Managers of Retail Chains, Commercial Mangers

Position Requirements

Key Skills

- The incumbent should have strong influencing, negotiation & communication skills with ability to develop people. You should be able to create business solutions, enabling and driving

- Deep analytical and critical thinking skills, good interpersonal skills to navigate cross-functional teams

- Able to work under pressure and meet deadlines

- Capable of managing indirect teams

- Proactive planning and priority setting skills

- Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance

- Highly consumer and customer - centricity

Qualification:

Post Graduate degree (MBA) in Sales & marketing from a premier B-school

Our People Philosophy

Tough Love is at the heart of our People Philosophy. We expect a lot from our team members, differentiate on the basis of performance and potential through career opportunities and rewards and lay particular emphasis on developing,

mentoring and training. We believe that passionate, rounded individuals with diverse interests make for better Godrejites. And we understand that our team members play multi-faceted roles. This is why we encourage them, not just to explore their Whole Selves, but also create an enabling space for them to do so.

An inclusive Godrej

Before you go, there is something important we want to highlight. There is no place for discrimination at Godrej. Diversity is the philosophy of who we are as a company. And has been for over a century. It's not just in our DNA and nice to do. Being more diverse - especially having our team members reflect the diversity of our businesses and communities - helps us innovate better and grow faster. We hope this resonates with you.

We take pride in being an equal opportunities employer. We recognise merit and encourage diversity. We do not tolerate any formof discrimination on the basis of

nationality, race, colour, religion, caste, genderidentity or expression, sexual orientation, disability, age, or marital status and ensure equal opportunities for all our team members