Head - Modern Trade - FMCG

Planning & Strategizing:

- Develop account strategy, including forecasting of challenges and enablers for the client relationship

- Develop strategic initiatives in Modern Trade and Institutions to increase volume and market shares including decisions on focus products and key variants

- Identify new business opportunities, conduct central negotiations and take forward to a sale

- Contribute to the annual business planning process through accurate revenue forecasting for every account

- Plan and implement business development initiatives to increase account wise sales and negotiate with the client on pricing, SLAs

- Ensure that initiatives are in line with the company strategy and product/ pricing/ marketing guidelines

- Budget overall spends and allocate to the accounts

Policy and Process Design, Implementation and Review

- Design the sales strategy for modern trade

- Oversee implementation of key marketing initiatives in modern trade/CSD to ensure adherence on costs, volume/ market share, product perceptions

- Oversee introduction of products in key accounts

- Ensure brand visibility across key accounts

- Incorporate process improvements in the account management process

- CreateKey Account MIS and ensure continuous tracking and timely submission

Coordination and Interface :

- Interface with sales head to ensure communication of pricing decisions and product performance

- Maintain healthy client relations, resolve queries/ issues, ensure capture of needs and discuss contracts and new business.

- Interface with Marketing team to communicate key account feedback and response

- Collaborate with supply chain to ensure on time delivery

- Agree on service levels with the customer through contractual agreements and communicate to sales and marketing heads