National Sales Manager - Modern Trade - Consumer Electronics

Job Purpose :

The Key Account Manager will be responsible for management of all customer relationships of strategic importance to the Consumer Business segment, including generation of sales and managing profitability of these Key Accounts

Main Accountabilities :

- Propose parameters for identifying Key strategic accounts such as the business they are into, profit they earn for India or have the potential to do so, in consultation with the Director - Consumer Segment

- Identify Key Accounts from the current customer base for Consumer products.

- Adopt a portfolio of Key Account Customers to achieve monthly, quarterly and yearly sales volume & targets as mutually agreed with the Key Account Customers, delivering sales and margin as per budget

- Understand business, market needs and competitive environment to assist Key Accounts in selling the products/services and thereby achieve business objectives

- Propose marketing activities for Key Account customers and integrate team sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing

- Propose and implement special schemes and sales promotional activities for Key Account Customers

- Regularly visit Key Accounts and interact with key decision makers so as to explore opportunities for further business enhancement for India.

- Build account relationships by maintaining regular account contact to demonstrate customer care and a proactive approach to customer relationships, while ensuring awareness of any competitive activity and keeping up to date on customers' changing business requirements.

- Manage profitability of key accounts by effectively planning the accounts

- Achieve continued growth from targeted accounts by assisting key account customers in various activities such as presales, contract negotiation, implementation/delivery, exploitation of business opportunities

- Understand on an ongoing basis, the customer organization's strategic business direction and needs and interpret them into product and service requirements

- Penetrate the customer's organization and decision-making processes, creating new opportunities that can be exploited to accelerate account growth utilizing business and industry skills; account revenue growth and market leadership

- Identify and propose long-term growth potential in the customer's market sector and on the critical success factors for exploiting it.

- Ensure that India's solutions are technically sound and based on proper understanding of the customer's requirements.

- Ensure the demand plan/forecast is shared and approved in consultation with the Director

- Consumer Segment and shared with the Logistics team keeping in perspective:

- Customer's distribution schedules so as to aid planning for India

- Information from distributor network that could be of value for corporate planning and business planning at a local level

- Adopt a portfolio of Key Account Customers to achieve monthly, quarterly and yearly sales volume & targets as mutually agreed with the Key Account Customers, delivering sales and margin as per budget

- Ensure achievement of sales targets from the Key Accounts and monitor their performance regularly

Understand business, market needs and competitive environment to assist Key Accounts in selling the products/services and thereby achieve business objectives