National Key Accounts Manager - Cash & Carry - FMCG

National Key Accounts Manager - Cash and Carry for our FMCG Client

First this is for our Client who are into Food product and Company is based out of Bangalore.

About the Role :

- The Key Account Manager is responsible for the sales performance of Cash and Carry Channel (as defined for the assigned Region / Territory in India

- He/she assist the Channel Manager- Cash and Carry in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to seize every opportunity to increase the sales in accordance with the companies- policies and strategies

- He/she heads work closely with the Sales Team It is his/her obligation to form an efficient and effective team bonding that is perfectly cooperating with all internal and external partners The Key Account Manager is to discuss and set clear targets for his team member in alignment with the Head Sales and to track the fulfillment

- The Key Account Manager reports to the Channel Manager- Cash and Carry

Roles and Responsibilities :

A. Drive the following business objectives :
 
1) To evolve & achieve Strategic Annual Operating Business Plans for the defined National Key Accounts

2) Develop channel by conducting Strategic Alliance tie-ups, consumer promotions, building relations & image of overall existence of the company

3) To achieve volume and value objectives of the assigned zones within budget, time and policy parameters through Efficient control of the network under charge

4) Planning and Negotiating strategic alliances with key chains :

- Developing quarterly activity/ promotional calendar specific to outlet and chain

- Strategize / execute zone specific brand objectives within budget and time

- Liasoning with Marketing/ Merchandising for branding activities at stores

5) Responsible for Controlling Prominent Shelf Space and Merchandising Unit Positioning in all Key Accounts

6) Develop new business opportunities by Tracking and Projecting new business ideas

B. Marketing Liasoning :

1) To work co-actively with all Sales and Brand Management Team to develop Consumer awareness /image / preference by Executing Planned Consumer Promotions & Events At Quarterly Basis

2) Proactively Own a Product Launch Calendar & help Brand Managers in Planning and Launching New Product, clearly identifying its need, communication, incremental volume, sell-in-norms, merchandising norms & the brand strategy

3) Execute Marketing events and Promotional Programme by conducting brand-wise promotions basis the outlets / Marketing activity calendar

C. Financial Responsibilities :

1) Operate/ Achieve Channel Costs as budgeted for the year

2) Documentation And Prior Approval Of All TOTs (ie terms of trade) for audit purposes

3) Settling Chain Claims (damages, trade schemes, misc debit notes) within stipulated time frame

4) Submitting NOCs (No Objection certificate) from vendors on a quarterly basis

D. Distributor Responsibilities :

1) Ensure All Planned Distributors in the zone are appointed in time and are operational through proper coordination

2) Evaluate The Performance / Health Of The Distributors on a quarterly basis & take actions to improve the business and profitability of the distributor

E. Outlet Responsibilities :

1) Ensure TOP Standard Merchandising (display/ visibility)

2) Responsible for Correct Placements & Maintaining all Company Marketing Assets in coordination with the sales and marketing team

3) Maintain a Database of all Outlets (administrative, commercial, business details)

4) Plan a Regular (Monthly) Journey Plan with regional sales trade personnel

F. Reporting / Administration 

G. Competition Tracking Responsibilities :

1) Track competition activities monthly in respective chain outlets Document and communicate the same to the brand & sales management team in the monthly review meeting

2) Ensure proper and immediate feedback for appropriate and timely action

Successful performance in this role requires :

- A high degree of strategic forward thinking,

- Analytical skills to handle complex situations

Required Qualification : Must be MBA with 7-9 Yrs exps from Foods, Beverages, Confectionery OUT OF WHICH 5 YRS EXP IN KEY ACCOUNTS is a Must.