Key Accounts Manager - eCommerce Vertical - FMCG - IIM/MDI/ISB/FMS

YOUR ROLE SUMMARY :

In the past 3 years, the ecommerce channel has emerged as future growth engine, delivering 3X growth and engaging with all market places and e-grocers in our core as well as newer categories .

The eKAM is a pivotal role in ecommerce team, working with a set of key e-tailers & developing productive long term relationships with them.

YOUR ROLE SPECIFICATIONS :

The key responsibilities for this role would include :

1. Understands business and is able to create & execute growth plans through systematic planning & organizing

- Identifies & quantify 'sources of growth' and build plans accordingly (Focus Areas & Enablers, Annual Plan)

- Effectively looks at both internal and external data sets to make robust growth plans

- Identifies trends from the data, correlate business growth with market intelligence and come out with required inferences

- Develops an ability to plan and execute effective long range sales growth plan

- Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment & opportunity to gain/maximize sales from the channel

- Manages accurate stock planning & logistics (Launch Estimates) and sales forecast at monthly level

- Managing backend sales operations for the chains handled

2. Key Account Management :

- Understand retailer dynamics and engage with national and regional retailers to represent the brands strongly.

- Work on a JBP with the retailer to freeze activation calendar, business plan for the qtr / year. Explore additional events/opportunities for collaboration with the retailer on categories where we- re strong.

- Review performance monthly, ensure hygiene on commercials & fill rate and manage reconciliation with retailers.

- Ensure effective category management elements are effectively executed across all relevant e-tailers

- Develop online visibility plans in coordination digital and e-commerce objective of the brand. Works closely with Brand, TMM, PSO, and Legal to meet both the company and Retailers objective and resolve any conflicts, if any.

- Firmly control - terms of trade- (TOT) negotiation with customers to create a win-win situation Work closely with Brand digital Managers / Brand Managers to collaborate the work done on social media sites, affiliates, search engine marketing etc, in driving awareness & adoption of the company's products in the e-commerce segment.

SKILLS & EXPERIENCE REQUIRED :

- Post Graduate degree (MBA) in Sales & marketing from a premier B-school

- Minimum 2 years of work experience in the E-commerce channel is a must.

- The incumbent should have strong influencing, negotiation & communication skills with the ability to develop people. You should be able to create business solutions, enabling and driving change.

- Deep Analytical and critical thinking skills

- Good interpersonal skills to navigate cross-functional teams

- Able to work under pressure and meet deadlines

- Capable of managing indirect teams

- Proactive planning and priority setting skills

- Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance

- Highly consumer and customer - centricity

VALUE PROPOSITION :

Post a successful stint in this role, there will be opportunities to continue in larger roles within e-commerce team or move into trade marketing (category management) roles or brand/innovation roles or opportunities with our international businesses depending on interest and aptitude of the individual