MTR Foods - National Key Account Manager

Job Description for Head - Key Accouunts (National Key Accounts Manager) based out of Mumbai:

Main Challenges in this Position:

- Execute annual plans for the MTR Product range including value, volume and margin targets through the National and Regional Chains/Key Accounts.

- Developing and nurturing productive long term relationships with National Key Accounts viz. Big Bazaar, ABRL, D'Mart, Metro, Walmart etc.

- Develop volume forecasts and plans.

- Develop long term strategies with the accounts for market strategies for area distribution encompassing outlet coverage, availability and visibility.

- Implement and administer sales systems, reporting, distributor policies, stock norms, application of credit and discounts, billing and collections.

- Work closely with Category/Consumer Marketing team to build merchandising tools linked to brand initiatives driving our key agenda of - Execution Excellence- in-store.

Responsibility and Mandate:

- Develop Sales promotion plans for delivering sales volumes.

- Develop, negotiate, sell and execute optimal TOT and ensure compliance.

- Develop appropriate marketing and activation calendars with the Accounts in alignment with the Overall Marketing calendar, trade promotions, NPD launches, etc.

- Analyse performance of Accounts at regular intervals to initiate corrective action.

- Designing suitable go-to-market strategy for the accounts to ensure 95% + Fill Rates while maintaining freshness of products.

- Develop in-store visibility plans in coordination with local Distributor's management; and follow-up to achieve timely & effective implementation

- Ensure periodic meetings at customer outlets to calibrate customer expectations, understand competitor plans in order to proactively counter competitive action.

- Lead development and of activation programs for the Modern Trade Channel.

- Analyze competitor activities to spot trends and patterns around their strategy to formulate suitable counter strategies

- Support Regional KAMs managing MT operations with promotion and trade marketing activities.

- Responsible for NPD listing in national accounts.

Main Tasks and/or Projects:

- Building Long term strategic winning relationships with National Accounts.

- Establishing systems and process in the KAM space.

- Formulate and implement Merchandizing strategy.

- NPD Launches.

Criteria for Evaluation:

- Sales Value.

- Sales Volume.

- Cost of Sales.

- NPD success.

- Customer Satisfaction.

- Success of Activation Programs.

- Merchandizing Strategy

- MIS- A&P Budget Management for Key Accounts.

Education & Experience:

- MBA with 10+ years of experience in Sales FMCG, preferably Foods with KAM experience of 6+ years.

- Experience in having managed national MT chains.-

- Experience in new launches and building new brands in MT.-

- Experience in developing and implementing successful activation programs.-

- Work Experience as a category specialist in the consumer side.

Competence/Skills:

- In-depth knowledge of FMCG/Foods Industry.

- Channel Partner Management Skills.

- Analytical Skills.

- Project Management Process Orientation.

- Consumer Marketing Exposure.

Personality:

- Good People Manager.

- Interpersonal Skills.

- Communication Skills.

- Keen learner and ready/willing to adapt to new environment.

Organization Chart: CEO - Chief Sales Officer - General Manager - Modern Trade and Alternate Business Channels- Head - Key Accounts(National Key Account Manager)- Regional Key Accounts Manager- Key Accounts Executive.- - -