Aqualite Industries - AGM/Senior Manager - eCommerce

Position Title: AGM/Sr. Manager - E-commerce (B2B & B2C)

Department: Sales & Marketing

Grade: AGM/MSM

Travel Required: Yes(50%)

Reporting to: Administrative:

Reported by: KAM/Manager Sales Operation/Manager Business Planning

Functional: Head Sales

Educational Qualification: Graduate and MBA

Experience: 5- 12 yrs. of Sales experience in Footwear/FMCG.

Any additional requirement:

Purpose of the Position (Job Summary) :

The Channel Head - Key Accounts maintains and expands relationships with strategically important large customers to the size of 5-12 customers. The Channel Head - Key Accounts represents the entire range of products to assigned customers, while leading the customer account planning cycle and ensuring assigned customers- needs and expectations are met.

Key Roles and Responsibilities :

Financial Sales Planning :

A. Accountable to deliver the AOP - Top Line from Pan India Key Accounts.

B. Translates the annual sales operating plan into customers wise, quarterly & monthly objectives.

C. Plan and develop the each KAMs wise annual objective broken down into quarterly and monthly period. Driving Profitability.

D. Plans and develop strategy on joint business plan - Volume agreement with each Key Account.

E. FPR for meeting Top Line numbers assigned for the division.

Business Development

- Accountable to add potential & strategic Key Accounts as selling partners.

- Plans and develop strategy on BTL Activities agreement with each Key Account.

- Plans, organizes, implements sales programs for the named accounts handled and is responsible for achieving overall sales objectives.

- Introduce new product line/brand/SKU in the assigned key accounts through KAMs.

- Actively tracks sales movement of competitor's products and marketing activities.

- Develop and execute marketing campaign strategy and analyze campaign performance.

- Monitors and evaluates discounts structure offered by set of key accounts and govern the policy and guidelines.

- Customer Orientation Customer Relationship Management.

A. Negotiate TOT & renewal of TOT with key accounts & appointment of channel partners.

B. Communicate and meet all the customers (key accounts & channel partners) on regular basis in order to keep the strong business bonding.

C. Monitor and provide support on the implementation of company's support SOP.

D. Communicate with internal and external partners to meet customers- expectations.

People Orientation People Management

E. Coaching, empowering, developing and motivating team to achieve business goals.

Internal Business Process Sales Operation

A. Takes direct reporting from Sales Operations team which is responsible to plan, implement, review & improvise the entire policy and process, which impacts the overall sales operations.

B. Sales Operations consists of following key tasks.

- Sales Forecasting

- Logistics

- Financial Accounting

- Pricing management

- Account Reconciliation

- Adherence of commercial policy.

- Processes - Sales, Goods Return, Billing & MIS.

- Organizational Alignment

A. Enlists the support of sales, implementation resources, service resources, and other sales and management resources as needed.

B. Closely coordinates and work closely with various cross-functional departments for smooth functioning of the division.

Competencies :

Technical/Functional Behavioral:

Domain Experience of Modern Trade - eCom (B2B&B2C)

- Market Dynamics

- Channel Management

- Product Knowledge

- Business Acumen

- Adaptability

- Leading Others

- Developing Others

- Leadership Presence

- Planning and Organizing

- Result Orientation

- Collaboration

Key Result Areas :

Quantitative Qualitative :

- Increase Sales from E-Commerce/LFR/CPC/CSD

- Increase Net Realization by improving product mix and price increase

- Ensure growth in New Channels

- Increase Working Capital Efficiency

- Credit Outstanding

- Account Management

- Enable Salesforce effectiveness, expand coverage & engage channel partners.

- Increase Retention

- Completion of performance appraisals as per timelines

- Key Stakeholder Management

Internal/ External :

- Marketing

- Corporate Communication & NPD

- Production Planning & Logistics

- Distribution and Sales Support

- Distributors

- Retailers

- Key Accounts