Key Account Manager - Modern Trade - Brewery/FMCG

Job Purpose :

The Strategic KAM role is responsible for achievement of Business objectives in Modern Trade chains specified to the particular KAM in coordination with Regional ASMs, Marketing team, Trade Marketing team and other relevant stakeholders in the organization

Job Responsibilities :

- Responsible for achieving Modern Trade Sales targets of his National Key Accounts

- Responsible for achieving Modern Trade Objectives.

i. Ensure Modern Trade chain shares are higher than the General Trade.

ii. Ensure Brand sales Growths higher than the GT .

iii. Ensure Co-existence of MT & GT.

iv. Ensure Modern Trade platform is used a platform for NPD launches.

v. Ensure that Cavinkare Pvt Ltd in the top quartile in servicing Modern Trade Retailers.

vi. Achieving Annual JBP - Joint Business Plan agreed aligned numbers with Modern Trade retailers.

- Responsible for accomplishing the following objectives for the National Key Accounts under the guidance of reporting manager.

i. Closing the TOT for minimum of 2 years.

ii. Accountable for achieving the set objectives through other Regional ASM/KAMs.

iii. Periodic review of performance with MT retailers and reporting managers.

iv. Monitor chain profitability and make adequate course corrections.

v. Track promotional spends vs budgeted and analyze variance of the same.

vi. Implement and track promo effectiveness.

- PSI and PER :

i. Ensuring the listing and linking of desired SKUs within agreed timelines.

ii. Implementation of Joint Business plans and business objectives set for National Key Account Retailers.

iii. Planning region wise chain wise targets based on JBP.

iv. Liaise with Marketing team to launch NPDs and monitoring progress on regular basis.

v. Responsible for Direct Account claim settlement for the all responsible chains.

vi. Ensure Account Reconciliation is completed once in 6 months period with coordination with Commercial team.

Communication Network internal :

- Regional ASMs/KAMs, Marketing team, Commercial team, Logistic team, and Reporting Manager.

Communication Network External :

- Modern Trade Chain Retailers, Modern Trade Distributors and Vendors.

Critical Success Factors :

- Knowledge of Cavinkare brand portfolio, Knowledge of customers, Knowledge of competitors, competitor activities, financial knowledge and deep knowledge of Modern Trade retailer systems and process and Channel knowledge.

Essential Skills :

- Excellent analytical skills, planning skills, effective interpersonal skills, negotiation skills, communication skills and presentation skills.

Qualification and Experience :

- Master in Business Administration/PGDM :

- 4 to 5 years of relevant experience required in Modern Trade channel with minimum 1 or 2 years of an ASM