Key Accounts Manager - Modern Trade - FMCG

Role-Key Account Manager

Location- Mumbai

PURPOSE OF THE ROLE / FUNCTIONAL CONTEXT:

You will contribute to this by managing Key Accounts, achieving business goals of Key Accounts assigned through excellence in execution at the point of sale and deliver the organization strategy at the point of buying.

JOB RESPONSIBILITIES:

(a) Business Development & Monitoring

- Set objectives that cascade and are linked to the overall achievement of the customer and company business goals

- Develop joint business plans by aligning customer objectives ,needs and KPI’s with the internal business objectives to drive profitable growth

- Build and manage relationships with key players in the customer(s) or channel at the regional and / or store level.

- Lead high-level terms of trade negotiations and follow best practice structured negotiation process to successful conclusion.

- Implement and maintain in-store solutions developed within Category Management partnerships with the Customer(s)

- Develop high level customer – shopper strategy leveraging customer and shopper insights by customer / channel

- Channelize customer investments towards achievement of JBP objectives

- Work with Finance business partner to drive commercial hygiene and ensuring timely collections as well as plan towards lowering the cost to serve the customers.

- Lead special events (store-level sell-in and communication, materials management in-store etc.) in cooperation with Customer Marketing

- Work with customer service to track orders, troubleshoot, and achieve customer service KPIs.

- Work with logistics to plan, analyze, and forecast customer's needs and to ensure on-time and complete delivery.

- Develop compelling foresight from customer, consumer and sales data using our ‘winning choices’ framework.

(b) Monitoring sales and distribution performance, particularly for new products.

- Take timely action to drive continuous improvement.

- Monitor competitive activity at store level, recording and consolidating key activities

- Identify competitive best practices and giving inputs to Customer Marketing to proactively respond with strategic / tactical refinements.

(c) In-Store Management

- Working with Customer Marketing to develop tools, merchandising materials and in-store programs for effective shelf management to induce shoppers to purchase company products at shelf.

Supervising the consistent and accurate collection of data to allow monitoring of 5P performance vs. target

THE IDEAL CANDIDATE

In order to succeed in this role, it is expected that the ideal candidate should have:

- Post Graduate with 7-8 years of rich Sales experience with a minimum of 4 years experience into

Key Account Management

- Past Experience in Key Account Management of Large Accounts

- Experience of Trade Initiatives to include promotions, new products and pricing

- Negotiation and customer management skills

- Ability to Drive Continuous Improvement

- Ability to Interpret customer, competitor and channel sales data and ability to extract insight

- Understand cross functional responsibilities and customer operations

- Basic P&L management techniques

- Expertise in Managing Accounts

- Ability to manage multi-functional team(s)

- Strong coaching ability and ability to transfer learning’s to the Local MDM teams

Technical / Functional skills:

- Overall understanding of Modern Trade business at the market place

- Basic P & L Management

- Expertise in managing accounts & clients

Behavioral competencies:

- Organizational Agility

- Strong business acumen

- Self-Knowledge

- Drive for results

- Dealing with Ambiguity

- Customer Focus

- Conflict Management

KEY PERFORMANCE INDICATORS

Success in this role will be measured through a balance of qualitative and quantitative performance measures that are aligned to the appropriate balanced scorecard. These will form part of your annual objectives.

KEY RELATIONSHIPS

(a) Internal

- Other Key Account Manager’s

- Commercial Finance Business Partner

- Marketing – Head Office (Category / Brand Managers)

- Customer Management teams

- Customer Marketing

- Sales & Customer Development

(b) External

- Accounts Partners of Modern Trade