KAM - Modern Trade - FMCG Sales

We are looking for a Key Account manager for one of our leading Multinational clients in FMCG Industry

A] POSITION DESCRIPTION

POSITION TITLE: Key Accounts Manager – RSS

FUNCTION: Customer Development ( Sales)

DEPARTMENT & SECTION: Indirect Trade

MANAGER: Customer Development Team leader (CDTL)

LOCATION : Chennai

Job Purpose (Summary of what the job exists to accomplish)

- Customer Alignment and Execution of the developing Rest of the Self Service (RSS) Customers.

- To manage 5P execution in RSS stores in collaboration with CP Direct and Indirect trade teams

Job Context & Challenges (Indicate type and complexity of the challenges)

- Self-service store expansion across India, growing customer expectations, changing shopper behaviour and inadequate IT infrastructure. Lesser focus by RSS customer due to a relatively Low business contribution to their overall business.

Functional linkages (Indicate the frequency and nature of linkage )

- Internal: CDTL, CDM, AM- CD, AMSD, SDM

- External: Vendors

Key Accountabilities (A collection of duties and/or responsibilities assigned)

Accountability Related Activities

- Customer Management

- Creating Win – Win environment Understanding the Customers model & the business operations

- Achieve Colgate’s Customer Development objectives for the retail environment by managing customer relationship with Key RSS customers – CP Policies, CSP, T&C etc…

- Achieve alignment with Customer on Terms & Conditions & work towards ensuring Best in Class 5P execution at the outlets

- Develop selling stories for our initiatives

Trade / Shopper Development:

- Conceptualize, design and implement promotional schemes and in-store merchandising activity in consultation with the Customer development, consumer & customer marketing teams.

- Track all promotional and in-store merchandizing initiatives of competition and use the inputs to plan & design Colgate strategy.

- Analyse off-take data Customers to understand consumer trends and preferences

- Share learnings with the IDT organisation to build competencies in managing the stand alone RSS stores

In-Market Execution

- Tracking 5P execution & compliance

- Be the interface between IDT and RSS customers

Experience

Essential: Customer Management experience in both In-direct and direct trade or Category Management experience in Retail industry

Desirable: Key Accounts Management

No. of yrs of Exp reqd.: 3 Years

Professional Qualifications & Training

Essential: Post graduate in Business Administration from Premier B- School

Desirable: Course on Retail or Category Management

Generic Competencies (Use the Personal Leadership Competency framework as a base document, you may add other skills specific to the job)

Essential: Planning & Priority setting, Relationship Building, Fostering Experimentation, Team work and Collaboration

Desirable: Strategy / Vision

Functional Competencies (Use Functional & Technical competencies guide as a base document, you may add other skills specific to the job)

Essential: Trade Understanding, Customer Negotiation, Financial Analysis, Consumer and Shopper Insight

Desirable: Promotional Effectiveness

Interested candidates may apply by sending their updated resumes on the below mentioned contact details.

Smita Parmar
Smita_parmar@kellyservices.co.in
66816939/9867301008
Consultant | Kelly Services India Pvt Ltd