You should have 4 - 5 years of relevant work experience preferably with FMCG/Beauty sectors with 2-3 years of experience in Key Account Management. The location of the job will be Mumbai - HO.

Key Responsibilities & Deliverables:

I. Strategic Account Management & Business Development:

1. Top-Line Delivery & Growth:

- Revenue Accountability: Achieve and exceed annual sales targets (top-line) for assigned key accounts, contributing significantly to the overall business objectives.

- Volume & Value Growth: Drive both volume and value growth across the product portfolio within the accounts.

- New Business Opportunities: Identify and secure new business opportunities within existing accounts, including new store listings, category expansions, and channel diversification.

2. Offtake Management & Sell-Through:

- Monitor & Analyze Offtakes: Continuously track and analyze sales-out data (offtakes) to understand consumer buying patterns, product performance, and promotional effectiveness.

- Inventory Optimization: Collaborate with customer and internal supply chain teams to ensure optimal stock levels, minimize out-of-stock situations, and manage inventory efficiently to drive consistent offtake.

- Promotional Effectiveness: Evaluate the ROI of promotional activities based on offtake data and adjust strategies for future campaigns to maximize sell-through.

Expansion & Distribution:

- Distribution Penetration: Work towards expanding the brand's footprint within the key accounts by increasing SKU listings, category presence, and securing prime shelf space.

- New Store/Format Entry: Facilitate the listing and launch of products in new stores, formats, or regions of the modern trade chains as they expand.

- Geographic Expansion: Identify opportunities for brand expansion into new geographical territories covered by the modern trade partners.

II. Financial Management & Profitability:

1. Budget Management:

- Allocate & Control: Develop, manage, and control trade marketing budgets and promotional spends allocated to key accounts, ensuring optimal utilization and adherence to company guidelines.

- ROI Analysis: Conduct rigorous return on investment (ROI) analysis for all trade investments and promotional activities to ensure profitability and effectiveness.

- Negotiation: Skillfully negotiate trade terms, discounts, and promotional budgets with key accounts to secure favorable agreements while maintaining profitability.

2. Profitability & Margin Management:

- Gross Margin Improvement: Identify opportunities to improve gross margins through effective pricing strategies, cost optimization, and mix management.

- Cost-to-Serve Analysis: Understand the cost-to-serve for each key account and work towards optimizing operational efficiencies to enhance profitability.

III. Category Management & Joint Business Planning:

1. Category Management (CM) Expertise:

- Data-Driven Insights: Utilize market research, consumer insights, and sales data to develop category-specific strategies that drive growth for both the brand and the retailer.

- Assortment Optimization: Recommend optimal product assortments based on consumer demand, category trends, and space allocation, ensuring the right products are available at the right time.

2. Category Growth Management:

- Joint Growth Initiatives: Proactively identify and propose joint initiatives with the customer to drive category growth, leveraging consumer trends and L'Oral's brand strength.

- Market Share Gain Strategies: Develop and implement strategies aimed at increasing market share within the categories handled, analyzing competitor activities and market dynamics.

3. Joint Business Planning (JBP):

- Strategic Collaboration: Lead the development and execution of annual Joint Business Plans with key accounts, setting mutual objectives, strategies, and KPIs.

- Regular Reviews: Conduct regular business reviews (e.g., quarterly, half-yearly) with key accounts to track performance against JBP objectives, discuss challenges, and adapt strategies.

- Relationship Building: Foster strong, collaborative, and long-term relationships with key decision-makers at various levels within the client organization.

IV. Market Share:

1. Driving Key Initiatives for Market Share Gains:

- Promotional Strategy: Conceptualize, plan, and execute impactful promotional campaigns and marketing initiatives tailored to the specific needs and shopper behavior of each key account.

- New Product Launches: Lead the successful launch of new products within modern trade, ensuring optimal listing, visibility, and promotional support.

- Competitor Analysis: Continuously monitor competitor activities, pricing strategies, and promotional initiatives within modern trade and adapt plans accordingly.

2. Event Participation & Visibility:

- In-Store Activations: Plan and execute engaging in-store events, demonstrations, and brand activations to enhance consumer engagement and drive sales.

- Trade Shows & Exhibitions: Coordinate and ensure effective participation in relevant trade shows, retailer-specific events, and other joint marketing opportunities.

- Visibility & Merchandising: Ensure excellent visibility, merchandising standards, and point-of-sale material deployment across all stores of the key accounts.

3. Understanding of Execution Metrics (Indian Modern Trade Business):

- In-Store Compliance: Monitor and ensure high compliance rates for promotional execution, planogram adherence, and merchandising standards in stores.

- Fill Rates & OSA (On-Shelf Availability): Track and improve fill rates and on-shelf availability metrics, working closely with the supply chain and field sales teams.

- Retailer Data Analysis: Proficiency in analyzing various retailer data points (e.g., scan data, loyalty card data, inventory reports) to derive actionable insights and improve performance.

- Field Team Coordination: Work in close collaboration with the field sales team to ensure effective implementation of account plans at the store level.

V. Team Collaboration:

1. Internal Stakeholder Management:

- Collaborate effectively with internal teams including Marketing, Supply Chain, Finance, and Field Sales to ensure seamless execution of account plans and resolution of issues.

- Provide regular feedback and insights from key accounts to internal teams to inform product development, marketing strategies, and operational improvements.

- Reporting & Communication: Provide regular, accurate, and insightful reports on account performance, market trends, and competitive activities to senior management.

- This role requires a proactive, results-oriented individual with strong communication, negotiation, and analytical skills, capable of building enduring partnerships and navigating the complexities of the Indian modern trade landscape.

Key Relationships:

Internal Interactions: Marketing, Commercial, Education, Financial Control and Supply Chain

Reports into the Commercial Director