Lead - Key Accounts - FMCG

Title - Lead Key Accounts (National & Independent)

- Reporting: Head - Food Service

- Location: Ahmedabad (HO)

- Direct reports - National Key Account Managers

- Matrix Reports - Business Development Managers

- Key Stakeholders:

1. Within Function - Trade Marketing

2. Cross Function - Brand Marketing, R&D Team, Supply Chain Team, Commercial team

3. External - Customer teams from FS Key accounts {National/Regional CE & Large Local Manufacturing Account}

Pre-requisite Requirements

- Qualification: MBA Premier 'B' School (Preferably Bachelor's Diploma in Hotel Management + MBA)

- Experience: At least 10-12 years of overall work experience (at least 5 years' exposure to KA - FS Manager).

- Preferred Age Group: 35-40

- Technical Competencies:

1. In Depth understanding of Food services channels across various consumption environments with proven capability of account cracking, development and nurturing

2. Strong/Proven capability of Account management at FS Space with various consumption environments such as Hospitality, QSR, Fine dining, Cloud Kitchens, Aggregators etc

3. Strong multi stakeholder management skills with external customers such as Chefs, Buyers, promoters parallelly to be able to drive conversion and throughput consistently

4. Needs to have proven understanding of technical aspect of products and applications so as to present a credible face to the customers.

- Behavioural Competencies:

1. Should have excellent Communication, presentation and negotiation skills

2. Proactive, result oriented, owns the work, takes initiatives on his own

3. Excellent analytical, problem solving and data insights skills

Key Responsibilities

- Drive top line and AOP objectives profitably on Month./Quarter and Annual basis

- Create a strong funnel of Customer-Brand opportunities with a near terms (3 months), midterm (6 months) and long term (12 months pipeline)

- Create a process and ways of working of frequent and in-depth reviews with NKAM/BDM on prospective account alignment and development

- Work very closely with marketing to develop account/business development way forward with regards current products, new products and other demand generation support

- Develop an overarching theme for Key Account Management for the Food Services channel