National Account Manager - Modern Trade - FMCG

Our Client is one of the largest FMCG company.

Job responsibility

The person on the job will need to deliver competitive, profitable and sustainable growth with the customers whilst being the preferred supplier to do business with for customers. The goals for the NAM will be as follows:

1. Sales Growth (delivering on the JBP targets for the customers, internal metric being QGP / AP numbers)

2. Customer Contribution (profitable growth)

3. Market Shares (competitive growth, % business gaining share)

4. Customer Care Team scorecard – leading and delivering on key strategic thrusts with customers which will help client to be the preferred supplier. Some key initiatives are category management, vendor managed inventory, executing Cost to Serve, EDI etc.

The tasks that this position would be performing on a day to day basis are as follows:

- Leading a cross functional team of KAMs / CSMs to deliver the business results

- Work with internal partner functions and lead conceptualization and execution of key strategic thrusts

- Build relationship with customers through formal and informal ways

- Building capability of the team internally through coaching, working with the team on the job

- For 3-4 months in the year, lead annual negotiations with customers on trade terms and investments

- Working closely through regional teams to ensure local execution

Direct Reports - Key Interfaces

- WL 1D + Managers will be reporting directly into this position

- Under them around 10 – 20 Key Account Executives (KAEs) report

- So a total team size of about 15 to 30 people report into this position

- CD Leadership Team

- HPC & Foods Leadership teams

- Plan & Deliver Leadership team

- Regional / Global CD Organizations

- Senior leadership of the retailer – position of VP, GM

- Retailer organisations