Key Accounts Manager - Modern Trade - FMCG

Key Accounts Manager at Britannia Industries (Mumbai)

Company - Britannia

Job Position - Key Account Manager

Location - Mumbai (Mazgaon)

Britannia Industries :

- Britannia Industries Limited is an Indian food-products corporation

- Sells its Britannia and Tiger brands of bakery products including biscuits, bread, cakes and rusk, and dairy products throughout India and in more than 60 countries across the world

- Takeover by the Wadia group in the early 1990s

- Enjoys a large market share and is exceedingly profitable

- Britannia is one of India's 100 Most Trusted brands listed in - The Brand Trust Report'

- Accolades - Golden Peacock National Quality Award, Ramakrishna Bajaj National Quality Award and many more

Founded - 1892 (127 yr old)

HQ - Kolkata

R&D - Bangalore

Revenue ~ 8700 crores

Number of employees ~ 3200 (2017)

Market share ~ 38%

Retail outlets ~ 3.5 million

Reviews :

Indeed - 4/5

JustDial - 3.8/5

Website : http://britannia.co.in/milestones/

http://britannia.co.in/whats-new

Purpose of the Role :

- To Explore, Identify, Enroll and Manage modern trade thereby building a strong profitable volume and value base with top end relationship matrix and account handling norms".

- Reporting To National Head Modern Trade & Alternate Channel

- Relationship with the Account and Joint business planning

- A business review with the accounts and also develop business plans for the year, including revenue planning, calendar planning, focusing on value growth areas for the Britannia business

- Developing & negotiating TOTs (Terms of trade) which drive profitability and presence for the range of brands to be executed

- National chains across regions to be tapped and TOT's to be signed and executed

- Renew contracts annually with growth in business and market share

- Ensure presence of higher gross margin brands in the mix while finalizing the TOTs

- Driving various brand activation's, combos, visibility elements, cross promos with other range etc.

- Developing visibility elements for the channel by understanding customer needs and space or Terms of trade

- Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year

- Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution

- In store execution incl. purchase order management, order fulfilment, collection, a/c reconciliations, promo executions

- Develop a price pack strategy with special packs for chains

- Assess potential for special packs and work on the development of the same with the team

- Managing channel conflicts (E.g. national chains selling to retailers and hence disrupting trade terms between modern and general trade)

Job Scope :

Internal Interactions (Within the Organization) : Modern Trade Operations Head, ASMs/ASEs -Modern Trade, Brand Team, Customer marketing manager, Commercial

External Interactions (Outside the Organization) : Category Heads / Managers of Retail Chains, Purchase Heads - Commercial Mangers

- Geographical Scope India

Job Requirements :

Educational Qualification - MBA (Specialization in Sales & Marketing) from a Premier B School

Preferred Total Experience : 2 - 5 years (handling key accounts/ national chains with some sales and trade marketing experience)