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06/09 Payal
Partner at Premier Consultants

Views:1360 Applications:244 Rec. Actions:Recruiter Actions:0

Key Account Manager - Modern Trade - eCommerce (6-12 yrs)

Bangalore Job Code: 1150949

Position Purpose:

The Key Account Manager is responsible for maintaining and developing a group of national modern trade pharmacy accounts to exceed company set sales and profit targets across product range. Daily roles and responsibilities include the following:

- Implementing the business plan

- Maximizing sales

- Forecasting and planning

- Range and category development

- Promotions planning

- Managing in stock/product lifecycle

- Coordination of business activities

Core Competencies:

A self-starting and naturally curious mindset is critical as the successful candidate will need to be comfortable with ambiguity and able to demonstrate an ability to work in a fast-paced environment to establish the rhythm required to succeed. Other critical competencies are:

- Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions

- Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result

- Can create structure and frameworks that can be communicated simply and powerfully

- Enjoys challenges and has the ability to flex and refine as they gain new insights and projects progress

- Can handle data from different sources. Has strong analytical skill and able to derive insights from data point

- Able to articulate and presents work well with strong business partnering experience

- Enjoys engaging as part of decision-making support

- Ability to lead change management whilst bringing stakeholders along

Core Job Responsibility

Relationship Management & Business Planning

- Establish ongoing business relations with major key modern trade pharmacy accounts.

- Develop and implement channel and customer prioritization, develop growth strategies and resource allocation.

- Develop channel and customer plans to deliver category growth, increase brand share in priority customer plus improve customer profitability.

- Coordinate and lead with cross functional teams to deploy plans with customers.

- Contribute to the annual planning process from strategy through to execution.

- Deliver monthly set KPI - Invoice Sales, Net Sales, trade investment ROI, forecast accuracy and excellence in execution.

- Review and align business results with internal leadership and customers according to scheduled time, managed identified gaps and execute mitigation plans.

Category Management

- Maximize sales profit through improving shelving and display, implementing promotions and new product launching.

- Ensure the execution of the marketing plan with key accounts in a timely manner.

- Implement key store drivers (range, space, promotion, and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, secondary display and feature areas/ special events as negotiated with buyers.

Forecasting & Inventory Management

- Generating sales forecast/analysis and market insights reports on product trend development and competitors' activities.

- Keeping track of inventory health for both national & retailer's warehouse.

- Working closely with both demand & supply chain to track forecast accuracy & service level fulfilment with retailers.

- Look at stand-out issues for inventory: discuss possible action plans with key account (e.g. clearance or increase stock weights), communicate issues internally.

Principal Accountability

- Invoice Sales, Net Sales, Trade Spend %, ROI, forecast accuracy.

- Lead annual JBP with strategic customers including alignment on annual shared KPIs and key growth initiatives, tracked via a shared scorecard.

- Trade terms management and annual review to improve productivity and ROI.

- Development of channel and customer execution standards for distribution, range optimisation, merchandising, price and promotional effectiveness.

- Be the customer advocate, improving our organizational customer intimacy, our understanding of the customs strategic objectives and ensuring these are reflected in our plans.

Functional Commercial Competency and Experience

- Detailed category management knowledge.

- Ability to determine portfolio strategy by channel and customer.

- Fundamental understanding of shopper marketing management especially shopper insight.

- Ensure distribution is secured for strategic/productive SKUs.

- Experience in managing distributor/ logistics partner to optimise customer service levels.

- Experience in developing a bottom-up customer forecast, as an input into the demand planning process.

- Strategic Selling and negotiation skills.

Essential:

- 6 - 8 years of experience in a similar role from the FMCG industry

- Able to work independently, energetic and highly passionate about work in driving sales growth

- Dynamic person embedded with excellent interpersonal and communication skills with abilities to liaise with different stakeholders

- A sense of independence to work individually and as a team player is another attribute you must possess

- Passion for growth in business and a proven track record in generating, leading and converting opportunities

- Confident professional with an ambitious approach to business development

- Displays a growth mindset to identify and actualise new opportunities

- Possesses an owners' mindset to ensure we maximise value add for our products and reduce ineffective costs

- Resilience and creativity to overcome obstacles and embrace challenges

- Plays the role of the customer champion internally while being responsive to customer needs, ensuring smooth communication and follow up

- Displays curiosity to explore insights and test new ways of working (commercial innovation)

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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