Key Account Head - HORECA/B2B - Consumer Goods

We have an urgent role with one of the biggest Consumer Goods MNC at Bangalore.

Position Name: Key Account Head ( Female Candidate)

Managing HORECA/B2B/Key Accounts

Reports to: COO

PURPOSE OF THE ROLE: "This role is responsible for: to lead, motivate and develop team to deliver regional targets for the on-trade business With the objective of: building consumer preference and drive volumes"

Qualification: MBA in Sales & Marketing

Experience: 8 - 11 years of experience in the sales and key accounts management in FMCG sector

Knowledge & skills: 

- Client Relationships

- Sales Planning and P&L understanding

- Team Building

- Emphasizing Excellence

1. Developing and managing the on trade business in the region by driving the NSV targets as per the AOP and achieving the sales & marketing plans to build consumer preference and drive volumes as per execution standards

2. Ensuring the team adheres to the business norms of credit, collection, reporting and other financial discipline like budgeting, spending, submission of claims etc. 

- Providing guidance to the team for negotiating & finalizing annual contract and terms of trade with outlets and business associates.

3. Responsible for developing the team through motivation, counseling, skills development and product knowledge development.

- Establish the process of monitoring the performance of individual and team by proper reporting and communications mechanism involving sales reports, cyclical sales meetings etc. and individual growth plans.

4. Steering efforts of the team towards identifying, negotiating, contracting & activating targeted key accounts as a commercially viable marketing channel; facilitating region wide key account activities & promotions in line with brand strategy.

5. Planning & monitoring various activities driven in these channels in lines with brand guidelines. Monitor competitor activities and devise effective counter measures. Identify, qualify and pursue business opportunities through market surveys and mapping as per targeted plans as well as through lead generation.

6. Establishes sales objectives by forecasting and developing annual sales budgets for regions and territories; projecting expected sales volume and profit for existing and new accounts.

- Assure that the team members have the necessary education and training to effectively promote the brands in the market.

7. Understand the customer/consumer behavior at field level and develop a robust feedback mechanism for sales / marketing team for shaping up the future decision.

- Maintain co-ordinal relationship with the key influencers at the large key accounts to drive brand dominance. Playing an integral role in new business pitches and hold responsibility for the effective on-boarding of new clients

Ved
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