National Key Accounts Manager - FMCG

Looking for a National Key Accounts Manager for a leading MNC FMCG company based out in Mumbai.

The role is open for Mumbai.

Job Responsibilities:

Responsible for implementing the modern trade strategy :

- Ensure timely working out of modern trade promotions with the marketing team and all Key Accounts Managers (KAMs) across India and monitoring its effectiveness. Ensure annual calendar for all major retailers

- Obtain monthly approvals of total modern trade spends; responsible for effective utilization of the same ; track and update the total modern trade spends against the budget set;

- Responsible for up-skilling / development of modern trade management skills of the entire field force, in particular the KAMs, KASOs and KASPs, through regular training programs

- Tracking the execution of the modern trade strategy through

- Analyse all modern trade business activities, ensure that all display programs are tracked, and provide recommendations for improvement

- Tracking and monitoring critical data like NPD listing of products, mapping of the products in retail chains, Key Account Sales Promoters (KASPs) productivity, competitor activity

- Breaking down national MT targets by branch, by chain

- Monitor, analyse, and evaluate trade market trends and best practices, consumer behaviour and competitor activity to identify market opportunities and sharing these with the KAMs

- Leverage existing dealer management systems to drive the modern trade business

KAM for Identified National Modern Trade Accounts:

- Responsible for achieving Modern Trade sales targets for his national key accounts

- Responsible for achieving Modern Trade objectives

a) ensure MT shares are higher than the traditional trade shares

b) ensure brand sales growths are higher in Modern Trade than the Traditional growths

c) ensure co-existence of Traditional trade and Modern trade

d) ensure that modern trade platform is used as a platform for NPD launches

- Achieve Annual Operating Business Plans for the defined Channels for the respective chains

Responsible for accomplishing the following objectives for the respective chains :

a) finalizing the Terms of Trade (TOT)s

b) creating the - Joint Business Plan- to be achieved

c) accountable for achieving the set business objectives through other KAMs in other regions

d) periodic review of the performance of the chains

- Monitor chain profitability and make adequate course corrections

- Track promotional spends vs budgeted and analyze variances for the same

- Implement and track promotional effectiveness

- Ensure listing of all SKUs in desired assortments

- Liaise with marketing, Branch Managers. to create a plan for NPD launches

Supporting responsibilities:

- Support reporting manager in preparation of AOP plans for modern trade in India