Posted By
Posted in
Sales & Marketing
Job Code
1471846
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
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Posted By
Posted in
Sales & Marketing
Job Code
1471846