RP Sanjiv Goenka Group - Key Account Manager - Institutional Sales

Key Account Manager - Institutional Sales - FMCG - GIL (RPSG)

About RP-Sanjiv Goenka Group :

The RP-Sanjiv Goenka Group is a diversified conglomerate with interests across Energy (Power, Renewables, Chemicals), Consumer (retail, food services), Entertainment (media, music, sports) and technology businesses. The group overall has 31+ companies and 45,000+ employees.

The flagship companies include :

- CESC Limited - A Fully Integrated Private Power Utility

- Spencer's Retail - India's second largest food based retailer

- Firstsource Solutions - India's Top 3 pure play BPO player

- Saregama India - the biggest collection of Indian music

- Phillips Carbon Black - India's 2nd largest carbon black manufacturer

- Harrisons Malyalam - One of the largest plantation businesses in India

- Along with Spencer's Retail and Saregama, the Group has also ventured into FMCG business recently through Guiltfree Industries Limited. It has also acquired another FMCG Company, Apricot Foods Private Limited

- With strong profitability, robust balance sheets and deep cash reserves, the Group is looking to build a strong position in the consumer goods and retail space.

Background - FMCG Business:

RPSG FMCG Business has made strong initial inroads by creating a new segment of snacks in the Indian market, with its brand "Too Yumm" In a short period the brand has established itself across India as a strong choice vis a vis of traditional fried. This was possible by bold investments in product design and go to market. The division also has forayed into traditional snacks and Ayurveda ( Dr Vaidya's). The group is now in earnest to build the FMCG business in India through bold organic growth and acquisitions.

Position Overview:

As the Key Accounts Manager - Institutional Sales, you will be responsible for developing and managing key accounts within the alternate channel FMCG business. You will focus on institutional sales, modern trade, CSD, CPC, HoReCa, and other business. Your primary objective will be to expand our market presence, strengthen customer relationships, and drive revenue growth.

Responsibilities:

- Develop and implement strategic sales plans to achieve sales targets and expand market share in the alternate channel FMCG business.

- Build and maintain strong relationships with key accounts including modern trade partners, CSD, CPC, and HoReCa establishments.

- Identify new business opportunities and develop customized solutions to meet the unique needs of each key account.

- Collaborate with internal teams such as marketing, logistics, and finance to ensure seamless execution of sales strategies and initiatives.

- Monitor market trends, competitor activities, and consumer preferences to identify growth opportunities and mitigate risks.

- Prepare and present regular sales reports, forecasts, and insights to senior management to drive informed decision-making.

- Negotiate pricing, contracts, and terms of agreements with key accounts to maximize profitability while maintaining customer satisfaction.

- Responsible for business development across channels including HoReCa, Corporate Sales, Educational Institutes, Salons, Air Catering, Theatres, Malls, etc.

- Responsible for introduction & penetration across Hotels, Catering, Malls & Restaurants.

- Responsible for business development in the Institutional Space (OOH).

- Responsible for generating PAN India accounts.

Qualifications & Skill sets required:

- Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.

- Proven track record of success in institutional sales, preferably within the FMCG industry.

- Excellent communication, negotiation, and interpersonal skills.

- Ability to think strategically, analyze data, and develop actionable insights.

- Results-oriented mindset with a focus on achieving and exceeding sales targets.

- Ability to travel extensively across India and internationally as required.