Key Account Manager - Ecommerce - FMCG - IIM/FMS/MDI/XLRI

Position Description:

Position Title: KAM-Ecommerce

Function - Sales

Stakeholders:

Internal:

- Modern Trade Operations Head

- ASMs/ASEs -Modern Trade

- Brand Team

- Customer marketing manager

- Commercial

External:

- Category Heads / Managers of Retail Chains

Location - Bangalore

Job purpose

Responsible for managing online sales and presence of Wipro, build a strong brand image that attracts consumers. 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.

Key Responsibilities:

- Relationship with the Account and Joint business planning

- Engagement and business partnership with key ecommerce players on various platforms

- A 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 Wipro business

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

- National chains across regions to be tapped and TOT's to be signed and executed

- Renew contracts annually with growth in business and market share

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

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

- Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year

- Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution

- In-store execution incl. purchase order mgmt., order fulfilment, collection, a/c reconciliations, promo executions

- Develop a price pack strategy with special packs for chains

- Assess potential for special packs and work on the development of the same with the team

Managing channel conflicts

(E.g.. national chains selling to retailers and hence disrupting trade terms between modern and general trade)

Education:

Qualification MBA (Specialization in Sales & Marketing) Premier B School

Desired competencies

- Leadership skills

- Communication skills

- Commercial Acumen

- Object Orientation

- Process Management

Experience (yrs):

4 - 7 years (handling key accounts/ national chains with some sales and trade marketing experience)