Key Account Manager - FMCG

1. Revenue and Profitability:

- Deliver topline and bottom-line through effective development of the assigned key accounts.

- Negotiate favorable terms and conditions, pricing, and promotional activities with assigned key accounts for increased profitability and shares.

- Build & Monitor action plans to manage overall spends and devise interventions to improve the ROI of spends.

2. Account Management and Partnerships:

- Establish and drive effective Customer management through strong relationship building at senior levels in the national accounts.

- Conduct planning and strategic negotiations with multi category alliances, accounts to deliver growth results.

- Devise action plans to provide sustained performance levels on account serviceability, issue resolution etc.

- Collaborate internally with marketing, supply chain, finance and operations team.

3. Planning and Growth:

- Devise the Annual Operating Plan of assigned key accounts and ensure periodic performance review of the key Business metrics.

- Close and drive the Joint Business Plan with the assigned accounts.

- Plan and cascade New product launches and development for the assigned accounts via central engagement.

- Design account specific initiatives for promotions, visibility, product placement and assortment to support sales growth, category objectives.

- Monitor market trends, competitor activities, and consumer insights to identify opportunities and risks and provide recommendations for growth.

4. Account Servicing and Hygiene:

- Drive sustained performance levels on account serviceability, fill rates, maintain MOP, resolution of customer issues etc.

- Track and monitor adherence to TOT as agreed and flag/solve for deviations (if any).

- Ensure on time receipt of NDCs, receivables, transaction success, invoice clearance etc. in conjunction with accounts team.

- Intervene for any escalations, issues to ensure smooth, compliant and effective operations leading to overall business growth.

5. Key Performance Goals:

- Achievement of revenue and profitability targets.

- On time completion and effective communication of JBPs across assigned key accounts.

- Achievement of brand objectives (planogramming, visibility, share of shelf etc.) across assigned key accounts.

- Robust relationships at senior level across national accounts.

- Customer feedback / satisfaction.

- Achieving account servicing levels.