Key Accounts Manager - Leading FMCG

Job description:

The position is accountable for:

1. Managing national, regional clients and other alternate channels

2. Planning and delivering sales numbers for the above set of stakeholders through a dedicated set of team members at pan-India level

The incumbent would be responsible for:

1 Key Account Management:

- Planning and finalizing business strategy for the assigned Key National accounts for business growth and increased category share

- TOT negotiation, discussion and closure with the specific National Accounts on yearly basis in coordination with the National Accounts Head

- Planning and finalizing business strategy for all Regional Key Accounts in the assigned geography, aiding their business growth

- Facilitating commercial reconciliation of national and regional accounts along with commercial manager/executive

2 Key Account Relationship and Target Review:

- Prepare Joint Business Plan with Key National Accounts to set the Account wise objective for the current financial year and develop the tools to achieve the same

- Review of performance with National chains on Quarterly basis to analyse current performance basis plan and incorporate changes if required in yearly plans

3 Sales Promotion Planning:

- Planning internal marketing calendars of Promotions, Activations and New Product introduction and aligning the same with chains and ensuring implementation through Sales Operation Team

- Internal Alignment with the Trade marketing team to ensure our brand objective always gets achieved in Modern trade accounts

4 Sales & Distribution Planning and Review:

- Sales planning to ensure optimum stocks are available at all depots basis client requirement of promotions and visibility planned with the clients, to fulfill optimum fill rates with the accounts.

- Distributor management and ensuring optimum stock level is maintained by distributor and proper market supply is done by distributors managed by KAM

- Market working on weekly basis to ensure team of executives /SR are generating primary orders from stand-alone stores and managing distributor as per plan set

5 Capability Management:

- Delegation of responsibility to Key Accounts Executives and motivating them to achieve the objectives set for their accounts

- Review team's performance and guide in course-correction wherever necessary to ensure the desired KPIs are met for the team

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