Senior National Accounts Manager - eCommerce - FMCG

Responsible for driving business with National accounts (Ecommerce) PAN India and develop and execute the annual business plans with all the above accounts

- Signing annual terms of trade

- Promotion planning

- Activation support

- Ensuring compliance of annual business plans

- Account profitability

- Meeting the top line National sales objective for all National Accounts - Ecommerce.

- Overall responsible for sales to these accounts for the entire country

- Ensuring stock availability with a high degree of forecasting accuracy

- Ensure fill rates of 85% plus with all these chains

- Develop and manage the Annual Business plans for these National Accounts

- Have a vision for the next 3-5 years for the business

- Set annual targets for all these accounts

- Sign the TOT

- Ensure TOT execution and adherence PAN India

- Managing the Account wise profitability & cost of sales

- Setup a model to measure key accounts profitability

- Ensure activities are done to maximize returns

- Maintain a track of cost of doing business with these accounts

- Challenge the existing route to market model and suggest ways of reducing cost in the same

- Managing the credit index, collections and ensuring no bad debts Nationally

- Ensure collection is done as per the agreed credit policy

- Ensure that there are no bad debts

- Settlement of claims / credit notes within the agreed time frame

- Deliver the Perfect Punch for NPI / Launches through robust plans:

- New products introduction

- Pack changes

- Price increase

- Consumer promotions and other activities

- Take on the category advisory role

- Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category

- Increase the share of contribution from the existing levels

- Look at the possibility of exclusive modern trade sku, in order to further leverage our strength

- Manage all interfaces with all Accounts

- Develop good relations with HO & Regional offices

- Have a quarterly review of performance with the Account

- Share best practices of work done by Regional Team and also global initiatives in the category

- Initiate and manage all process changes like new product introductions, change in pack, new launches

- Manage industry interfaces and keep the organization informed about developments in the retail sector

- Develop good relations with counterparts in the FMCG industry

- Share best practices in the industry with the KA Team, so as to enhance internal system and processes

- Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

- Organize Top to Top meetings with the retailers

- Meeting between Retailer's top management and GM and Business Head - Trade

- Share growth and expansion plans and make the retailers partners in progress understand their short-term and long-term plans

Requirements :

- 5+ years experience in field sales with 2+ years in handling E-Commerce Accounts with a reputed FMCG company

- Sharp negotiation and influencing skills

- Understanding of the retail environment

- Networking, analytical skills and strong orientation towards customer management

- Ability to handle pressure in a dynamic environment

- Ability to handle complex and diverse business situations

- Focusing the team/organization on adding value to the customers/clients and taking action to build customer/client value.

- High level of persuasion, influencing skills and strong commercial acumen