SC Johnson - Associate Manager - Key Account Management

- Meet S&D targets by effective implementation of area sales & development plans

- Develop Sales forecast for all categories based on trends

- Develop channel sales strategy for geography assigned in consultation with Manager Sales (Region) and Lead, Retail Account Management, Key Accounts, National.

- Define allocation of sales targets to the different territories in consultation with Manager Sales (Region) and Lead, Retail Account Management, Key Accounts, National. based on clear understanding of calendar of inputs/market growth/category growth

- Plan and achieve distribution expansion as per budget plans

- Stocks and logistics planning for the Key Accounts and LMT Stores in the region

- Ensure Key Account and Distributor claims are settled in time by proper scrutiny and on field verification

- Ensure retention of agreed ROI for the Key Accounts and the Distributors.

- Implement sales strategy to achieve targets through analysis of Nielson & internal data of various markets.

- Develop distribution strategy in line with changing channel mix.

- Track availability of required manpower at Key Accounts & LMT Stores as per plan and monitor their performance and highlight deviations of norms to Manager Sales

- Execute and track distribution expansion by class of towns, type of OLs and category as per plan and take corrective action, wherever required

- Build trust and relationship with Key A/C's (Modern Trade) and Company by providing clarity and solutions to any issue raised by them within a reasonable time frame

- Work very closely with Regional Trade Marketing /National Key Account Management teams in management of schemes/promotions/contests being run to promote brand

- Execute specific promotions - exhibitions, sampling, in-store activities etc. in Key A/Cs

- Plan for new product launches by channel based on thorough understanding of category and distribution objectives for the products to be launched

- Execute merchandising strategy by channels / by category and ensure shelf share greater than market for Tier 1 SKUs

- Ensure targeted productivity norms for channels and by category are met

- Ensure trade execution of new products launches as per plan to achieve 80% weighted distribution within the agreed timelines

- Track & report activities of competition. Develop strong market intelligence and monitor competitor activities on trade channel related matters and proactively provide feedback to Trade Marketing

- Track new product launch progress and report to TMM/Marketing team/RMs with qualitative observations. Assimilating / recording are information.