Job Description:

- To Manage the Top 3 National Retail Accounts Big Bazar, Reliance Retail & Aditya Birla Retail .

- Support the Modern Trade Head in Framing Strategic Agenda with the Top Retailers

- Drive Long Term Engagement with the Retailers and Deliver Business Goals

Role Details:

1. Align Key Customers on Business Goals

a) Signing the TOT for new Accounts, Revisions with existing accounts

b) Build Account Business Plans for the Year and align the Account Partner

c) Develop Plans for Key Brands by account and align the same with Customers

d) Build long term relationship with Account counterparts & ensure seamless operations on Delivery of business goals and also managing key events like Launch, promotions etc.

e) Build & Execute the JBP for the Top accounts

f) Ensure Timely Top To Top Connects as agreed with MT Head

2. Develop Promotional Strategy for Accounts & Manage Launch events

a) Build promo calendar for each account in collaboration with MT Sales planning manager and within proposed budgets

b) Ensure Timely Listing of Products and Launch of New Categories & Poducts and SKUs and also SKU Rationalisation

c) Develop Launch strategy for accounts

d) Draw 6 months promo calendar and align customers and internal stakeholders

e) Build Visibility Investment Strategy for the Accounts and drive Quality execution with Sales Team

3. Hold the Account P&L

a) Manage the Account P&L in collaboration with Commercial Partner

b) Ensure seamless cash flow and clearance of Debit Notes

c) Facilitate the Account reconciliation

d) Review ROI on Mega Promotions

4. Internal & External Linkages:

a. Reporting Manager: Modern Trade Head

b. Direct Reports: None; Individual contributor role

c. Internal Stakeholders: VP Sales, MT Sales Planning Manager, MT Sales Head, Regional KAMs, Trade Marketing Head, Supply Chain Partner, IT and Finance

d. External Stakeholders: Account Category Counter parts, Buyers, Account Commercial counter parts

Desired Skills & Professional Experience:

a. The candidate must have worked in FMCG with at least 8-10 years of managerial experience.

b. Must have worked in Modern Trade for at least 5 years

c. Managed the above Accounts at National level (at least 2 out of 3 ) directly in one of the MT Stints as KAM

d. Premier Institute MBA is desirable

e. Work experience in Food and Snacking is highly desirable

f. Strong on Networking and Communication skills

Candidate Profile:

- Will report to MT Head

- This is an IC role, there will no team members reporting to the NKAM

- This role will do both strategy & Execution & handle top 3 A/c s of BB, ABRL and RIL hence should be handling at least 2 of these 3 Accounts, preferably BB & RIL

- RKAM & NKAM roles are merged currently

- Should be fluent in English

- Presentation skill & sophistication must be up to the mark

- Has to be a power profile who is able to make an impression with stakeholders

- Has to be assertive

- Needs to have 10-12 yrs. of experience

- Should be of 32 34 yrs. of age

- Should be from Good B school of top 15 B schools from decent B School which is heard of

- We should be able to consider him as No.2 for MT head in the future

- Should not be in Regional KAM role currently

If candidate has done GT stint, MT stint & then in National KAM role it will do Cos like PepsiCo, ITC, GSK, Coke & Ferrero can be targeted

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