Key Accounts Professional - Specialist Channel - FMCG

- Role is responsible ensuring delivery of the organizations business plans in the geography assigned for specialist channels as a Business channel.

- This Channels mean the nontraditional stores like Work places/Educational/transit and Leisure institute.

- The business plans here mean required infrastructure, distributor network, distribution points, in store execution standards and finally sales value deliver.

- The role helps translate business strategy into specific actions in the trade to help meet business objectives of distribution, shares and sales value.

Planning Role:

- Deploy - person neutral- systems, processes and Ways of Working which lead to a fundamentally solid Sales Engine in his/her specific geography.

- Influence Key stakeholders such as LM, Trade Marketing, Sales development, Marketing and Regional Category teams of Retailers to align and garner necessary support to meet growth ambitions in the mid to long term.

- Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available.

Execution:

- Deployment & Execution of period, quarterly and Annual business Plans

- Deployment and execution of all promotions and BTL activations planned by the National Key account team

- Driving the team Merchandisers and Promoters to deliver the picture of success at the point of sales

- Driving for all Initiatives planned in the geography towards category management or any other Initiative planned

Market Functions:

- Territory planning to ensure optimal coverage, infrastructure, visibility and service levels

- Size and seize market level opportunities by building a strong business case around them and getting necessary investments and efforts to realize them

- Engage with distributors so as to create collaborative, long term relationships with them to support growth ambitions

- Manage trade spends as per agreed norms and deliver maximum results from them by innovative deployments

- Ensure delivery of In Store Visibility and execution as per standards leveraging tools available

People Function:

- Recruit desired numbers of FSA's of targeted profiles within specific timelines

- Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programmes as designed by the company

- Coach FSA's on the Mars Sales & Distribution system and drive desired productivity levels

- Implement structured training interventions as per agreed calendar to continuously upskill his FSA team

Administration:

- Ensure timely submission of trade and distributor related paperwork such as claims, competitor information and any other information required from time to time

- Effectively coordinate with CFA and Distributors to ensure adherence to PDP and delivery schedules

- MBA with at least 5 years of experience

Should have handled Institutions in previous assignments in a lead role