National Key Account Manager at OnePyramid

PRIMARY OBJECTIVE

The Key Account Manager will be responsible for: ·

• Developing productive long term relationships with customers
• Creating long term strategies with the clients
• Act as a main contact for existing and new customers
• Achieving sales targets
• Implementing a national sales strategy
• Preparing volume forecasts and plans with the Channel Head
• Closely cooperating with other departments involved with your accounts.

PRINCIPAL ACCOUNTABILITIES AND RESPONSIBILITIES

• Ensure that cost to sales targets for regional accounts are maintained as per plan
• Ensure collection is done for direct customers and for indirect customers as per SLAs
• Provide strategic inputs and competitive insights for Key Accounts
• Be the Key Account expert in the region & provide direction to the regional management team on handling Key Account to maximize our gains out of the channel · Develop a regional annual plan for all Key Accounts in the region taking cue from the brand Channel Heads
• Prepare a monthly MIS for Key Accounts capturing sales trends, competition update, news & issues & share the same with the Regional Modern trade team · Operational Excellence in key accounts
• All new product introduction (NPI), pack changes & price changes are incorporated in the Key Accounts as per timelines
• Coordinate with internal support functions for ensuring better fill rates & timely collections
• Ensure smooth functioning of the merchandising operations in the Key Accounts
• Engage with ethical team in the region to ensure right product placement basis demand generation for prescription led brands
• Drive Distributor engagement through driving efficiencies which involve ROI track, deployment of resources to track Purchase & supplies
• Maximize the consumer touch point in the key accounts
• With inputs from Channel Heads develop and execute a strong 360degree communication to maximize consumer touch point in Key Accounts
• Ensure all visibility & activation permissions as per Channel Head SLA is properly executed in the region with the help of team
• Plan & implement promotions & activations for local festivals/shopping occasions
• Drive shopper engagement through team
• Manage industry interfaces and keep the organization informed about developments in the retail sector
• Develop good relations with counterparts in the FMCG/FOOD industry
• Share best practices in the industry with the Key Account Team, so as to enhance internal system and processes
• Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment
• Manage the Key Account Team in the region
• Ensure timely collection and reporting of data
• MIS reporting and analysis · Have monthly meetings
• Attend every quarter the Key Account Executives JCM with the merchandisers to review operations
• Develop plans to build-up weighted distribution in each zone/city/or town in coordination with Distributor’s local management, and follow-up to achieve timely & effective implementation.
• Develop in-store visibility plans in coordination with local Distributor’s management; and follow-up to achieve timely & effective implementation.
• Accomplishes zonal sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned regions while working closely with the Human Resources Manager; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.

PERSON SPECIFICATIONS

• Minimum 5-7 years’ experience of key accounts sales operations.
• FMCG/FOOD experience is a must, preferably in modern trade
• Strong communication and presentation skills
• Good skills in Microsoft Office, mainly Excel, Word, Power Point and Microsoft Outlook. Prior experience in Oracle is a plus.
• Sales and goals oriented personality
• Must be organized, detail oriented and ability to multi-task in a fast paced environment;