Position : Regional Key Account Manager - West

Reporting to: Branch Manager

Location: Mumbai

Industry: Personal Care

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Planning & achieving top line:

- Deliver strong growth, at the regional level for the modern trade channel.

- Planning and Review of all key channel performance metrics for regional modern trade accounts.

- Build & Monitor action plans to manage over all channel spends and improve the ROI of spends within the region.

Key Account Management:

- Build and maintain strong relationships with key accounts within the branch.

- Partner with key accounts to create and execute joint business plans to drive channel growth for the region.

- Plan account specific interventions to maximize shelf space, product placement, and assortment to support sales growth, category objectives

- Build and grow new region specific accounts to improve the MT footprint in the region.

- Ensure sustainable growth by negotiation favorable terms and conditions, pricing, and promotional activities with branch key accounts for increased profitability and shares.

Account Servicing and Hygiene:

- Drive sustained performance levels on account serviceability, fill rates, resolution of customer issues etc.

- Ensure availability and appointment of necessary channel specific distributors (if any) by partnering with the channel sales teams.

- Ensure commercial health for the accounts through receivables, driving commercial hygiene indicators and processes.

- Take up necessary initiatives and measures to improve the commercial and supply chain health of the regional accounts.

- Partner with the account teams towards planning & implementing new product launches and assortment compliance.

In Store Execution:

- Drive the implementation of portfolio, merchandising and visibility plans across the regional key accounts.

- Formulate policies, action plans, monitor performance of merchandisers and promoters across accounts to drive in store sales, brand objectives and shares.

- Monitor and ensure execution of merchandising KPls (manpower deployment, PJP, SOS, consumer promo, 4P executionetc.)

Competition Analysis and Insights:

- Monitor market trends, competitor activities, and consumer insights to identify opportunities within the branch, and suggest recommendations for growth.

- Prepare and analyze regular performance reports for regional accounts covering sales, forecast data, budgets, in store spends, etc.

Team Management:

- Induct, coach and guide MT field teams, merchandisers and promoters towards achievement of business objectives.

- Setting performance targets, monitoring performance, suggesting and supporting improvement on continuous basis.

- Communication of methods, policies and ways of working to the team members to drive adherence.

- Ensure the field teams are motivated and enthusiastic for positive engagement.

Deepika Narula
AKNA Management Solutions Pvt. Ltd.
Ph: +91-9818403547