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Position: Key Account Development Manager

Location: Kolkata, West Bengal

Job Description:

Scope:

Will report to the Regional Manager – Modern Trade in the region. Will meet sales target with the Key Accounts for the geographical area that he manages, supervise the merchandising teams, monitor distribution, and ensure good service levels. Will ensure off takes at key accounts, by maintaining the share of shelf, assortment & planogram objectives. Will maintain relations and ensure ROI of the distributors and ensure implementation of TOT at the store level

Essential Job Responsibilities:

For National Accounts :

The rollout of JBPs & TOT:

  • To accomplish Secondary Sales Target in Key Accounts.
  • Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level
  • To support and implement planned promotions/activations at the store level
  • Implement the planograms agreed upon with the help of merchandisers

Ensure maintenance of Sales processes :

  • To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales reporting / Claims / Infrastructure/ training and development of staff)
  • Ensure optimum STR for ANI products and ensure high fill rates with the accounts
  • Maintain credit index as per TOT with the account
  • Update & provide feedback on the account operations to the regional account manager as well as the account manager handling the account

Be the Best Salesforce :

  • To develop excellent relations with the Key Accounts at all levels
  • To keep a check and provide feedback on current and new practices followed by competition
  • To analyze the market situation in order to aid in accurate Sales Forecasting
  • Ensure effective working of the merchandisers to help them deliver the maximum output

Manage merchandising operations:

  • Regularly analyze the data collected by the merchandisers and implement the action points
  • Regularly update the beat plans as per the business requirement to get maximum output from the merchandiser team
  • Keep a control on the quality of merchandisers in the region
  • Work with all the merchandisers in the region at least once per quarter
  • Be the touchpoint for the merchandising agency in the region

For local accounts and geography:

Be the most important link of ANI

  • Assist the Account Manager in formulating the annual business plan for local accounts
  • Provide a rolling sales forecast for the accounts handled to the RSM
  • Be an integral part of TOT negotiations & help in the roll out of the same
  • Plan and implement activities and promotions for the local accounts in consultation with the RSM
  • Track and maintain cost to sales for all spends on local accounts within the agreed limit
  • Deliver a perfect punch in terms of NPI, price changes, pack changes

Distributor Management

  • Educate and train the distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors
  • Ensure distributor compliance to agreed service levels & credit terms
  • Review distributor financial health (pipeline and outstanding)
  • Ensure that the claims of the distributor are settled by ANI within specified time limits

People management and development

  • Facilitate hiring & induction of NA’s & Merchandisers to ensure alignment to “ANI ways of working”
  • Enhance 3P effectiveness through training & coaching
  • Management of 3P working (PJP, Itinerary, expenses etc) – Supervisors / Team leads
  • Periodic review of 3P performance and feedback

Skills/Competencies:

  • Good communication skills (written & oral)
  • Exposure to Key Accounts will be preferred
  • Presentation skills
  • Good merchandising skills
  • Should be good at using IT
  • Good negotiation skills
  • Ability to handle the pressure
  • Good analytical skills

Job Factors:

Knowledge:

  • Knowledge of ANI sales systems and processes
  • Knowledge of market dynamics and demographics of assigned areas
  • Knowledge of modern trade

Complexity:

  • Analyzing data to evaluate market trends to aid the RM-MT in forecasting & planning activities
  • Analyzing and being constantly aware of the financial capabilities of the customer (Distributor/Key Accounts)
  • Constant monitoring of competitor activities and getting advance information through various sources
  • Resolving ’/Key Accounts’ issues and complaints

Independent Thinking:

  • Analyze market situation on a continuous basis and recommend focused activities to supplement the achievement of objectives and counter competition
  • Usage of 3P  personnel in the area to optimize coverage and growth
  • Ability to utilize the data from the outsourced merchandising force for business development

Responsibility:

  • Market intelligence networking
  • Financial and customer management
  • Timely reporting of facts and figures
  • Managing the merchandising & Nutrition Advisors field force through Supervisors.
  • Managing exclusive key account distributor

Annual Strategic Planning:

For  the area assigned:

  • To aid the RM- MT in forecasting and budgeting in line with national key accounts strategy

Qualification: Post Graduation

Experience: Minimum 3-4 Years in Field Sales of Modern Trade

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