Beiersdorf - Key Account Manager - Modern Trade

CARE FOR SKIN - CARE FOR PEOPLE

Beiersdorf AG is a global company with more than 150 affiliates worldwide. Our two separate business segments are responsible for operations in their respective areas- Consumer Segment and Tesa. For over 130 years, Beiersdorf have dedicated itself to meeting it's consumers- individual needs and are considered to be the inventors of modern skin care. It's research and development expertise, innovative products, and strong brands are the reasons for the success

Care for consumers and our people is what has driven us. Every day, our global brand icons, such as NIVEA, NIVEA Cr- me, NIVEA MEN, make more than 500 million consumers in over 200 countries feel good in their skin. Join this world of care and start your career in an environment that offers you the opportunity to work with leading experts and the highest scientific research technologies. Shape your professional future from day one and explore our collaborative culture with courageous, innovative teams that all share one exciting goal: inventing skin care products of the next generation.

MAIN RESPONSIBILITIES

The Key Account Manager is responsible for the sales performance of Modern Trade Channel (as defined by Nivea India) for the assigned Region / Territory in India. He/she assist the Channel Manager- Modern trade in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies- policies and strategies.

He/she heads and coaches the Sales Team below him. It is his/her obligation to form an efficient and effective team that is perfectly cooperating with all internal and external partners. The Key Account Manager is to discuss and set clear targets for his team member in alignment with the Head Sales and to track the fulfillment.

DETAILED RESPONSIBILITIES

Business Objectives

- To evolve & achieve Strategic Annual Operating Business Plans for the defined Modern Trade / National Key Accounts.

- Develop Modern Trade by conducting Strategic Alliance tie-ups, consumer promotions, building relations & image of overall existence of the company in Modern Trade.

- To achieve volume and value objectives of the assigned zones within budget, time and policy parameters through Efficient control of the network under charge.

- Planning and Negotiating strategic alliances with key chains

- Developing quarterly activity/ promotional calendar specific to outlet and chain

- Strategize / execute zone specific brand objectives within budget and time

- Liasoning with Marketing/ Merchandising for branding activities at stores

- Responsible for Controlling Prominent Shelf Space and Merchandising Unit Positioning in all Key Accounts.

- Appoint, Manage and develop Profitable Business Partners (Distributors).

- Develop new business opportunities by Tracking And Projecting New Outlet Plans.

Marketing Liasoning

- To work coactively with all Brand Management Team to develop Consumer awareness /image / preference by Executing Planned Consumer Promotions & Events At Quarterly Basis.

- Proactively Own a Product Launch Calendar & help Brand Managers in Planning and Launching New Product, clearly identifying its need, communication, incremental volume, sell-in-norms, merchandising norms & the brand strategy.

- Execute Marketing events and Promotional Programme by conducting brand-wise promotions basis the outlets / Marketing activity calendar.

Financial Responsibilities

- Operate/ Achieve Channel Costs as budgeted for the year

- Documentation And Prior Approval Of All TOTs (i.e. terms of trade) for audit purposes

- Settling Distributor and Outlet Claims (damages, trade schemes, misc. debit notes) within stipulated timeframe

- Submitting NOCs (No Objection certificate) from vendors on a quarterly basis

Distributor Responsibilities

- Ensure All Planned Distributors in the zone are appointed in time and are operational through proper coordination.

- Evaluate The Performance / Health Of The Distributors on a quarterly basis & take actions to improve the business and profitability of the distributor.

Outlet Responsibilities

- Ensure Gold Standard Merchandising (display/ visibility) by executing set planogram.

- Responsible for Correct Placements & Maintaining all Company Marketing Assets in coordination with the sales and marketing team.

- Maintain a Database of all Modern Trade Outlets (administrative, commercial, business details)

- Plan a Regular (Monthly) Journey Plan with regional modern trade personnel

Reporting / Administration

- Report Accurate Timely Information as scheduled and in the defined regular format.

- Monitor Activities And Sales Promotions on weekly / monthly basis to determine deviations from plans and take necessary corrective actions

Competition Tracking Responsibilities

- Track competition activities monthly in chain / modern trade outlets. Document and communicate the same to the brand & sales management team in the monthly review meeting.

- Ensure proper and immediate feedback for appropriate and timely action

SUCCESSFUL PERFORMANCE REQUIRES

- a high degree of strategic forward thinking,

- analytical skills to handle complex situations,

- taking the full responsibility for decisions and repercussions,

- strong communication and negotiation skills and

- clear commitment and vision to lead his team.

REQUIRED

Education: Graduate in any principle.

- Degree / Diploma in Business Management or related subject preferred

- 3-7 years experience in Sales

- Minimum 1-2 years responsibility for handling Modern Trade in India

- Languages: excellent command of spoken and written English

REPORTING: The Key Account Manager reports to the Channel Manager- Modern trade

CONTACTS

Internal:

All staff of NIVEA India,

External:

Distributors and retail clients