Key Account Manager - Sales - FMCG

JOB SUMMARY: Deliver Volume, Value Business and Profitability targets for assigned Modern Trade accounts.

Establishing and maintaining relations with new and existing customers. Participate in TOT & JBP closures with accounts, business planning and other strategic business tasks. Lead and own front-end execution in assigned territory.

MAIN RESPONSIBILITIES / TASKS:

a. Business Performance

- Achievement of Yearly, Quarterly & Monthly business and profitability targets for assigned Accounts/Chains

- Ensure dominant market share versus competition

- Periodic update and review on the business progress on sales trends, market developments & competition

b. Key Account Management:

- Build and maintain long-term relationships with key customers

- Negotiation and closure of TOT & JBP with customers along with MT Head

- Assortment and Promotion planning, Pre & post sales tracking & analysis of promotions effectiveness

- Maintain appropriate stock pressure in accounts to drive business

- Drive market intelligence to identify market trends, customer preferences and competition activities to build and implement sales strategy

- New Product Introduction Listing: Should have strong relationships with accounts to deliver NPI listing as per stipulated timelines

- Explore & on- board new accounts - national as well as regional

- Work with commercial teams for financial hygiene (Collection, accounts reconciliation, settling of claims)

- Maintain customer focus to proactively identify opportunities through POS data analysis, quickly respond to customer problems, partner with other departments to meet customer needs

c. Front-end Leadership and Execution

- Leading, training & developing team of Key Account Executives and Merchandisers for best-in-class front-end execution in assigned territory

- Seamless execution of aligned JBP and TOT

- Ensure dominant visibility (TOT and unpaid) in Primary Shelf and Secondary areas

- Ensure best-in-class OTIF, On-Shelf Availability (OSA) & Share of Shelf (SOS) through continuous monitoring

d. Cross-functional Working

- Actively participate in Forecasting process and partner with Demand Planning Team to improve forecasting accuracy

- Coordinate with MIS and Dispatch team for operational excellence

- Work with Marketing team for better implementation of POSM/ Marketing plans

QUALIFICATIONS:

MBA with a minimum of 4 years of Key Account Management experience in FMCG industry / Category Management in top MT retailer

ADDITIONAL INFORMATION:

- Strong communication and interpersonal skills with aptitude in building relationships

- Knowledge of the intricacies and practices of the major Modern Trade Players

- Proficient in MS Excel and Powerpoint

- Should be open for travelling

- Demonstrates a passion for understanding practices, trends and technology affecting the business, industry and marketplace