Senior Key Account Manager - FMCG

3 - 5 Years

Mumbai

Posted 5 years ago

#Sales #Key Account Management #Sales Planning #Channel Management #Sales Strategy #Modern Trade #FMCG Sales

key Responsibility:-

Strategic Planning:

1. Build a roadmap to leadership for Modern Trade Channel, strategize and implement programs/plans for the development of sales of MWC Brands in this channel.

2. Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.

3. Develop portfolio & Store format forward strategies to build category relevance.

4. Drive activities & strategies that help market share gain for MWC Brands

Business Delivery :

1. Achieve volume and sales targets through effective implementation of sales strategies, Identifying the key challenges and enablers :

- Sales planning/ stock requirement forecast

- Brand activations

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

Customer Engagement & People Engagement :

1. Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.

2. Conduct regular reviews on the progress of JBP KPIs and agree on correctional steps with the customers.

3. Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, roadshows, etc.

4. Engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility

5. Planning and driving for Desired market Shares

6. Build a relationship and regular wiring for MWC & Customer's Management teams

7. Manage the performance of Regional Key Account Managers reporting into them

8. Focus & develop on the capabilities of these RKAMs

9. Conduct regular performance reviews and guide on development areas for RKAMs

10. Prioritization and deployment of available spends towards strategic focus areas and activities for chains and brands

11. Track utilization and effectiveness of trade spend on activities & channels along with the Go-To-Market Manager for MT & S&F Co-pilot