ROLE: CHANNEL LEADER - MODERN TRADE NATIONAL KEY ACCOUNTS

DESIGNATION : SR MANAGER MODERN TRADE

The opportunity : A tremendous opportunity for a young professional with a passion to win & energy to make a difference; national scope leading a large & complex business, with multiple stake holders across customers, company & bottling systems, working in tandem with cross functional resources& driving a full P&L.

Position Overview :

- Develop a long-term value based modern trade leadership strategy for INSWABU, maximize profitability across the current and future brand, pack and channel portfolios. Ensure this strategy takes into account key BU, Bottler and Customer stakeholders by aligning with them throughout the process and inspiring system passion for the co-created strategic direction.

- Ensure that a value-based dialogue permeates the organization thereby moving away from short term volume & transactional based outlook.

- Create SHOPPER CENTRIC, Joint Business Plans (JBP) with customers to unlock value for all the players in the system.

- The role must facilitate and support development of the large national-presence customers # growth (volume, revenue and share) on a sustainable basis. Analyze business looking for growth opportunities, building initiatives and effectively communicating and implementing them through Customer Leadership.

Key Duties/Responsibilities :

- Drive & deliver - volume, value, share & new user growth goals.

- Initiate and lead Customer Joint Business Planning (JBP) in alignment with Bottler Commercial Leaders. Conduct regular business reviews with Global and Strategic Customers- executive teams in order to monitor relationship; re-affirm strategies linked to needs and steward the business, operational and/or personal value created for the customer.

- Provide Channel, Customer & Shopper strategic direction, people leadership, guidance and input to the Modern Trade team

- Recommend, manage and control short term and long term profit and volume objectives for Modern Trade Channels & Global Customers in collaboration with Bottler Commercial Leads

- Internalize brand strategy and subsequently marry to customer positioning - implement the same through point of sale assets and other materials. Execute the same through aligned win-win plans with customers based on customer & shopper insights.

- Recommend key strategies, organizational capabilities, budgets and plans to achieve volume and profit targets.

- Develop and manage value based relationships with Customer and Bottler Leadership ensuring alignment in terms of: Long term system destination and business strategy, integrated marketing/ trade marketing programs, new beverage development and channel and customer marketing plans, DME investments, etc.

- Conceptualizing and driving Shopper initiatives aimed at driving Consumption through relevant channels in collaboration with Bottling Partners. Monitor and analyze program results to build subsequent integrated programs.

- Provide strategic direction for the development of a total beverage strategy and OBPPC plans for Modern Trade environment.

- Establish Key Business Indicators to track Modern Trade Channel & Global Customer performance.

- Build the organization capabilities (BU & Bottler) to manage and drive a fast growth Modern Trade business and build customer service capability.

Qualifications/Competencies/Skills :

- 10 years of delivering success in a leading FMCG company. Exposure & experience of working with modern trade customers will be a major plus.

- MBA from reputed Business School

Related Experience Requirements/Qualifications :

- High Emotional quotient & ability to build collaborative working relationship across a broad spectrum of people.

- Proficiency in customer management. Exposure to Modern retail customers in India.

- Exposure /experience to a bottling set up would be an advantage.

- Demonstrated ability in Business Planning, internal & external selling.

- Ability to understand, decode & work with big data.

- Financial Analysis and ability to make well-informed assumptions

- Awareness of Key Account Management - Building value-based relationships.

- Working with cross functional teams.

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.