Key Account Manager - FMCG

Key Account Manager - P&G

Role Title : Key Account Manager

JD oF Salon Professional Key Account Manager

Level : Band 1

Reporting to : Direct reporting to National Key Account Leader

Number of reportees : 0-5 (A&Ts)

Key Responsibilities :

Building Business :

Account Management :

- Section Planning & management for the territory/Channel / Customers

- Business delivery of assigned territory / KA channel

- Program Manager for all his key accounts

- Joint Business Planning with KA

- Monthly business review with KA

- Identify opportunities

- Creates 3/6 months calendar program for KA

Executes the program :

- Maintains Service level at all KAs

- Relationship Management with KA

- Use relevant tools from common tool pool to grow their business

- Execute 6 monthly calendar program prepared by NKAM for National Key Accounts in his territory

- Plan & drive Education activities in his KAs

- Execute gain strategy in his territory, Gain new customers

- Execute accessories /FMOT replenishment in individual KAs doors.

Review & Tracking :

- Monthly business review for his territory with the NKAM & UM

- Monthly business review with his individual KAs

- Monthly service level review with BDMs / RSM

- Monthly review with Education SPOC on Education activities

Business Reporting :

- Monthly KA business reports

- Monthly Education report

- Monthly Initiative Hit Rate

- Monthly Gain Status

- Monthly Issue Sheet

- Monthly Competitor Information

Merchandising :

- Ensure Execution POSM for the initiatives

- Ensure Plannograming in retail stand

- Ensure Execution of Branding replenishment principle

- Ensure availability and usage of Base Key Business Drivers inside the salons

Leverages Education :

- Plans Education activities for the territory with KAT

- Monthly review with KAT on education activities in his territory

- Ensure Education contractual commitment is delivered.

- Objection handling for his/ her account

Building organization :

- Carry out full people responsibility for direct reportees

Stewardship :

- Responsible for ensuring perfect reporting of his / her KAs, Mission Acquisition (Gain )Plans, monthly news letter to customers, monthly business letter to Unit Manager & NKAM, new initiative tracking, Competitive information, Expense reports.

Personal Development :

- Use quality PDP, E-learning, and leverages MM to ensure self development.

Experience : Minimum 2-5 years of sales experience managing big customer in Modern Retail or Salon Professional Industry

Education Qualification : Post Graduate from a reputed institution preferred.

Skills required :

- Basic analytical skills

- Excellent communication skills- verbal & written

- Insight & Foresight

- Lead with a bias towards action & getting things done

- Business Acumen

- Planning & following through, operate with discipline

- Negotiation skills

- Team Handling Skills

Note :

- The role available is working across our Salon Professional (Wella) and Prestige (Fine Fragrances) businesses.

- Due to P&G's announcement of its intention to divest the Salon Professional and Prestige businesses to Coty, it is expected that subject to consultation the successful candidate will be transferred to Coty business upon the anticipated closing of the merger of these brands into Coty (expected in 2016).