Key Accounts Manager - FMCD/FMCG/Personal Health/eCommerce

Looking for MT candidates who are open for Bangalore location-

Organisation context of role

a. Products/services: 

He/ She will be responsible for delivering business objectives of the Mother & Child Care portfolio. The incumbent is responsible not only to deliver agreed business value, but is also responsible for managing listing hygiene on platform, content optimization & updation, platform marketing (in collaboration with business marketing). All the above for existing product as well as new launches. Building ratings & reviews of products & collaborating with customer care to manage response to customer queries/negative reviews on the portal is also part of the job.

b. Position in value chain: (Please outline your organisation's position in the value chain in terms of the main suppliers and main customers. Also state the position of your department in your organisation's value Chain (Please note: these may be internal to company, as well as external.) Please specify the main competitors, if relevant).

- The role requires close co-ordination and collaboration with Supply Chain to ensure supplies are in accordance with Customer's forecast and hence ensure timely fills and Finance to ensure reconciliations are signed off on a periodic basis. The role also works closely with CMM to ensure that New Product Introduction is done in alignment with BG's ranging and distribution needs. 

- This position will also require close work with the partner buying & selling/marketing teams to ensure quality of content & marketing. The profile requires working with external creative agencies as well as global BG teams for sourcing & localization of content.

c. Other relevant organisational aspects: (e.g. diversity of the business; acquisitions/ventures; geographical spread; risk; dynamics of the organisation and market; the complexity of the technologies used; the innovation of the products, etc. etc.).

E-commerce is the fastest growing channel for the business and requires skill sets of account management, sales, e-commerce marketing as well. The incumbent needs to build a solid understanding of the product & the consumer while already coming with an exposure of managing e-commerce accounts.

4. Reporting and other significant organisational relationships (The answers to this question are meant to deepen our insight into the reporting and other relationships affecting the job).

Reporting Relationship: (Please indicate the person(s) to whom jobholder reports and the decisions they would need to approve. If jobholder works in a matrix, please specify all people jobholder reports to.).

Reporting to Sales Head, Mother & Child Care

Team: (Please indicate who reports to the incumbent and their main accountabilities).

Individual Contributor role.

- Needs to work closely with Marketing

Other significant relationships - internal: (Please indicate other key organisational relationships; the (3 to 5) most important internal meetings jobholder participates in, the purpose for these and the role in them).

- Regular interaction with the Demand Planner in Supply Chain, Finance & Marketing

- Other significant relationships - external (e.g. customers, suppliers): (Please indicate key external relationships; the most important external meetings jobholder participates in, the purpose for these and jobholder's role).

- Responsible for developing and deployment of JBP for his set of customers, driving sell out by building great content, good marketing campaigns, ratings & reviews to ensure sell in. Needs to ensure good processes for claim settlement, sell out creation and inventory management and overall thus positively influence Net promotor score for company in the set of accounts handled.

5. Dimensions/most characteristic quantitative data Please list quantitative data which clearly illustrates the quantitative/financial aspects/scope of the job. Please indicate data, over which the jobholder has influence, either directly or indirectly, on an annual basis. Please state financial data in Euros (Mns). Relevant dimensions might be:

E-commerce accounts for 25% of total current revenues growing at 50%+. Current business revenue approximately INR 20Cr

Note: The best indicators are those that are as close to the role as possible. For business managers this would be Sales Revenue, for Sales the more appropriate indicator would be Sales Revenue and Integral Margin, for purchasing roles Purchase Value, Industrial, Supply chain - cost of operations, for R&D the appropriate indicator would be the R&D budget while for other non revenue generating functions like Human Resources, Fiscal, Admin, Facilities it can be Departmental Budget.

6. Key areas of accountability and Key Performance Indicators : 

- Handles select E-commerce accounts

- Account Planning - JBP, Deliver Revenue Target and company Mkt. Share Objectives

- Trade Spend in-line with Budgets - Trade Terms in accordance with company Commercial Policy.

- Shopper Activation & Category Management - Promotion and Shopper Activation planning, Category Development & Advisory with Key Strategic Accounts

- Service Efficiency - Ensure fill rates of 85%+ for key SKUs, Upkeep of Product masters, On-shelf availability of Must stock SKUs

- Assortment & Distribution - NPI listing & distribution, Joint Ownership of Category Planograms in-line with CDT

- Commercial - Account reconciliation, Manage Receivables

- Sales Planning - Ownership of Account's POS and purchase plans and input the same into BUP

- E-commerce marketing on self service platforms like Amazon, content quality, listing hygiene and ratings & reviews.

 Job Knowledge, Skills & Experience:

Education Qualification:

MBA - with a specialization in Sales and Marketing

Work Experience:

1. Years of Experience: 3-4 years of experience

2. Area of Experience: Should have either handled Flipkart or Amazon in previous roles or should have worked with one of the e-commerce players on the buyer side

Key Skills/Competencies:

Technical/Functional Competencies:

1. Owner of Account JBP - Revenue Target sell-in, sell out, Market share objectives, Key building blocks for the plan

2. Sales Budgeting - Sales Forecasting for key accounts

3. Assortment and distribution planning - NPI listing and distribution in line with category objectives

4. Service levels - Ensure fill rates of 85%+.

5. Promotion plan in co-ordination with marketing

6. Collection & Reconciliation - Ensure collections from key accounts within credit period thereby managing overdue outstanding. Quarterly reconciliation sign off with accounts

7. Improve Net Promotor Score for company

Behavioural Competencies:

1. Good interpersonal and communication skills

2. Ability to work with cross functional teams - ability to influence in absence of reporting relationship

3. Task Orientation

4. Leadership ability/potential to be groomed into a functional and/or business leader over time

5. Ability to manage a broad and geographically dispersed business and teams

6. Organized and able to manage multiple priorities effectively