Key Account Manager

Qualification: MBA with Marketing Specialization (tier I / II institute)

Experience: 2-4 + years' experience in Customer Marketing / Key Accounts

AREAS OF RESPONSIBILITYPERFORMANCE MEASURES (QUANTITATIVE / QUALITATIVE)

1 Commercial delivery

• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory

• Conduct Outlet wise annual volume planning & phasing

• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.

• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.

• Ensure Increase in Share of Business ( Market Share ) across segments as per plan NSV

2 Relationship management

• Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.

• Engage channels to close sales and deliver services thereby ensuring higher market share.

• Work as SPOC for the organization and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions

3 Strategic alliances

• Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.

• Manage the new product launches in the regions and ensure all new products are available & listed at the outlets

• Negotiate & finalize annual contract and terms of trade with key accounts in the territory.

• Short list the outlets for Contracts & negotiate a win: win proposition in consultation with the line manager WOD

4 Execution & Tracking

• Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory

• Collaborate with the outlets for menu card listing/availability in line with MSL/Price laddering

• Prepare reporting on the brand's performance, needs and forecasts.

• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E) in coordination with SCME

• Coordinate with 3rd party agency for execution of the activations / launch at the outlet. On time/Right outlets selection/ROS/M&E

5 Customer management & MIS

• Make regular sales calls to designated on premise accounts as per PJP & beat plan to cultivate customer relations and satisfaction with service provided.

• Keep the trade informed about pricing, promotion schemes etc.

• Responsible for the correct and timely submission of the claims and daily and monthly sales report

• Keep a track on the competitor's activity and bulk competition deals; and report the same to line manager immediately

6 Customer Marketing initiatives

• Maintain the organization's standards and guidelines wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet

• Effectively train customer staff on products and execute product tastings and product presentations through DBA - Art of blending for consumers

• Execute the marketing plans at the outlets as per the guidelines of the state / regional marketing team while working within company policies, resources and budgets. QDVP Contracts to drive Market share/Visibility/Activations

7 Processes & Systems

• Review customers' credit status, and collect outstanding as per the USL credit policy wherever applicable

• Ensure all claims of customers are submitted in a timely manner with required documentation

• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing

• Ensure settlements & payments to outlets as per agreed terms of Collections/Payments