Key Account Manager - FMCG

Key Account Manager (National)

Basic Details of Role

- Manage and drive overall business growth and profitability for assigned set of Key Accounts

- Drive specific brand portfolio / New Product growth in the Modern Trade Channel

- Key Deliverables of the Role

- Account-led

- Key Accounts Management

- Business delivery

- Terms of Trade negotiations

- New Product launch planning & execution

- Category Management

- Promotions and Merchandising

- Portfolio-led for the Channel

- Business delivery

- New Product launch planning

- Promotions and Merchandising

Key Competencies

- Channel Understanding

- Modern Trade Planning and Execution

- Networking & Negotiation Skills

- Business Focus

- Leadership

- Systems & Process Orientation

Position (Designation): Key Accounts Manager

- Dept/Division: Sales – CPB

- Grade: Manager

- Location: Corporate Centre

- Reporting Relationships

- Head - Modern Trade & Shopper Marketing.

Other key Interfaces

Internal

- Sales (Trade Marketing / Shopper Marketing / Regional Teams)

- Marketing (Brand Teams)

- Supply Chain & Commercial

- IT

- External (Retail Partners)

- Buying & Merchandising Teams / Category Teams

- Supply Chain & Commercial Teams

- Career Prospects for the Incumbent:

- Value proposition to the Candidate:

- Responsibility of key elements of Category Management, Trading Terms, Channel

- Planning for assigned accounts

- Responsibility of New Product Launches & associated budgeting, and assigned

- Promotions & Merchandising for the entire Channel

- Involvement in overall Modern Trade Budgeting & Strategy

- Possible Growth avenues for a Successful Incumbent:

- Movement as a Regional Sales Head (partner-level)

- Further movement to head a Sales Division / Modern Trade function for the organization

- Cross – SBU opportunities in Kaya and IBG

- Operations Manager (Kaya)

- Sales Manager (Dubai, KL, Egypt)

Qualification / Experience (No. of years & type) /Age

- MBA (Sales & Marketing)

- 6-7 Yrs experience in FMCG sector(2007/2008 batch only)

- At least 2 yrs experience handling Modern Trade customers (at Region/Corporate)