CavinKare - Key Account Manager - Institutional Channel

Position Overview:

- The Key Account Manager (KAM) for the Institutional Channel is responsible for managing and growing institutional accounts across India.

- The role focuses on driving sales, enhancing relationships, and expanding the presence of CavinKare's product portfolio in large-scale institutional clients such as Vending customers, hotels, QSRs, Airways, and corporate sectors.

- The KAM will also be responsible for achieving sales targets, ensuring smooth operations, and maximizing brand visibility in these accounts.

Key Responsibilities:

Account Management & Business Development:

- Manage and nurture relationships with key institutional clients across PAN India, ensuring high customer satisfaction.

- Develop new business opportunities by identifying potential institutional clients (hotels, hospitals, corporates, educational institutions).

- Conduct negotiations for contracts, pricing, and service level agreements (SLAs) with institutional buyers.

- Drive business growth by introducing new product lines and ensuring existing product penetration in accounts.

Sales Strategy & Execution:

- Create and implement tailored sales strategies for the institutional channel, aligned with CavinKare's overall business objectives.

- Achieve monthly, quarterly, and annual sales targets for institutional accounts.

- Track and monitor key sales metrics such as sales volume, revenue, and profitability to ensure targets are met.

- Collaborate with internal teams (marketing, supply chain, finance) to ensure smooth order processing, timely delivery, and alignment on promotional strategies.

Customer Relationship Management:

- Build and maintain strong relationships with key decision-makers within institutional accounts.

- Conduct regular meetings and reviews with clients to address issues, evaluate performance, and identify future growth opportunities.

- Ensure CavinKare products receive prominent shelf placement and are well represented within client locations.

Promotions, Merchandising & Brand Visibility:

- Develop and execute in-store and on-premises visibility plans, ensuring effective placement of CavinKare products in client locations.

- Work with marketing teams to develop promotional strategies and customized offers for key accounts.

- Ensure institutional partners are equipped with the necessary marketing materials, promotions, and merchandising to drive product awareness.

Claims & Credit Management:

- Handle claims related to trade promotions, damages, returns, and debit notes, ensuring all issues are resolved within the stipulated timeframe.

- Coordinate with finance and the institutional client to manage payment terms, credit limits, and timely collections.

Market Insights & Reporting:

- Provide regular updates and reports to senior management on sales performance, client feedback, and market dynamics.

- Analyze market trends, competitor activities, and consumer behaviour to recommend adjustments in strategy.

- Maintain a detailed database of all institutional clients, including business activities, commercial details, and client profiles.

Collaboration with Cross-Functional Teams

- Work closely with the marketing, logistics, and product teams to ensure alignment of institutional sales activities with overall business strategies.

- Collaborate with other sales channels to ensure consistency