Key Accounts Manager - eCommerce Vertical - FMCG

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