Mars International - Modern Trade Lead - West - IIM/FMS/XLRI/MDI

Job Responsibilities:

- Full responsibility for the mandated accounts and implementation of the activity plan, managing sales plans and execution

- Implement, measure and monitor the performance of each account plan (NSV, ledger targets, invoice issues and payments, budget, case fill) taking decisive action to deliver sales revenue in line with plan.

- Category development in line with retailer vision

- Ensure national agreements, TOTs are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives

- Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.

- Develop retailer wise portfolio & execution strategies to build category relevance.

- Drive activities & strategies that help market share gain for Mars Pet Nutrition

- Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, sampling drives, etc.

- Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.

- Conduct regular reviews on the progress of JBP KPIs.

- Prioritization and deployment of available spends towards strategic focus areas and activities for chains and brands.

- Track utilization and effectiveness of trade spends in activities.

- Work closely with Customer Marketing Team to develop solutions around best in class visibility elements

- Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes.

- Closely work with finance and Customers finance function to drive reconciliations as per the agreed Terms of Trade.

- Work on Mars signature processes in the area of Account Management and Demand Planning

- Be the key customer contact representing Mars Petcare in day-to-day inquiries as well as in key account negotiations.

Job Specifications:

Education & Professional Qualification: MBA or equivalent degree

Knowledge/Experience:

- MBA from a Tier-I B-School with 5-7 years experience

- Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)

- Prior Modern Trade experience preferred, either on the platform side or the brand side

- Preferably some experience in successfully managing key account in FMCG, Consumer Durables/Lifestyle.

- Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.

- Well organized, excellent time management, presentation and negotiation skills.

- Business acumen and commercial awareness, analytical thinking.

- Mobility required with 30% travel.