Zonal Head - Sales - FMCG/FMCD/Hospitality - IIM/ISB/FMS/MDI

5 - 10 Years

Any Location

Posted 1 month ago

#Sales #Key Account Management #Modern Trade #Channel Management #FMCG Sales #FMCD Sales #Hospitality Sales

Summary: The role will entail developing in-depth understanding of Key Accounts of different industry verticals - F&B / Hospitality / FMCG / FMCD / Healthcare & Wellness / Lifestyle. The role also requires an efficient leader who monitors the operations and hence ensures efficiency in execution at any point in time.

The role will report to Regional Manager

Direct Reports: 5-7 Cluster Manager

Indirect Reports: 30-50 Key Account Executives

Responsibilities:

Merchant Acquisition:

- Set up and lead the team to achieve merchant acquisition goals and targets

- Track progress against plan by implementing strong processes & review mechanism using well defined metrics

Account Management:

- Set up and drive the team to achieve active merchant targets through effective servicing

- Ensuring effective deployments, training and farming of merchants acquired

- Plan, assess & implement monetization avenues

Map Competition:

- Monitor competition activity in key accounts and ensure appropriate response strategies are formulated and implemented

- Share best practices internally for growth of the larger team

Team and Stakeholder Management:

- Contributions in the areas of leadership development, employee engagement, organization development and capacity building

- Work with internal stakeholders including Marketing, Customer experience

Requirements:

- MBA from Tier 1 campus with excellent academic record

- Proven working experience of 4-5 years in sales/business development with at-least 1 year in modern trade / Key account management

- Should have handled team and processes like goal setting, performance management, etc.

- Strong ethics and discretion while dealing with customers

- Drive for result, able to demonstrate/quantify success relative to established targets and metrics

- Strong bias for action, problem solving and ownership

- Ability to develop strong relationships with stakeholders and be a team player

- Exposure to start up environment is an added advantage