Key Account Manager




Function:


Sales & Marketing


Work Location:


New Delhi




Compensation:



Experience in years:


5-7 years




Reporting to:


New Channel Head


Number of Employees Reporting to Position and Designations:



Asst. Manager




Amount of travel required:


Yes


Work-Level:





Academic/Trade Qualifications




Essential:


Any Graduation




Desirable:


MBA/PGDBM




Technical/Functional Certifications Required:


Yes No
If Yes, please specify:




Purpose of the Position (Job Summary)




7-10 years of Experience in Sales with exposure to Institutional(Modern Trade/Ecommerce,/CPC & CSD) Sales in Footwear, FMCG, Apparel, Luggage or FMCD industry.




Key Roles and Responsibilities




Business


Perform Sales:
A. Translates the annual sales operating plan into quarterly, monthly & weekly objectives.
B. Plan value & volume goals for each brand/product at key account level.
D. Plans and execute Joint Business Plans with Key accounts and is responsible for achieving overall objectives.
Price Management:
A. Keep monitoring on any change on internal product pricing and, communicates to customers in the accounts handled. Ensure revision at key account level in stipulated time frame.
B. Monitors and evaluates consumer discounts structure offered by set of key accounts and internal governs the policy and guidelines.
3. Business Development:
A. Identifies and prospect new key accounts, devise strategy to start biz, make presentation to key people and finally acquire them.
B. Introduction of new products/categories into current set of key accounts.
4. Process, Coordination, MIS & Demand Planning:

• Coordination with Operations & billing team for day to day billing.

• Communicates information about schemes, discounts and Prices to the account.

• Implementation and adherence of various sales processes at Channel partner/Key accounts level.

• Prepare robust MIS pertaining with various business activities.

• Bring forward industry best practices and continuously improvise the sales processes.

• Plan and submit the detailed demand planning to Operations team.

• Strict vigilance on competitions activities and devise counter activity plan.

Regularly prepare and update the ROI of each Key account & channel partners





Financial


5. To ensure controlling the biz in approved support.
6. Ensure collection of credit controls.




Customer Oriented


7. Customer Orientation:

• Handles channel partners & key accounts complaints and sales returns & ensuring timely resolution.

• In case of sales return, analyses reasons for return, informs channel partner/Key account to make a sales return order, receives goods back at channel partner/Key account and inspects goods and documents reason for return.

• Present Product range presentation to the key accounts as and when required.
  

People Oriented


8. Manage & Develop People:

• Prepares regularly daily / weekly and monthly activity reports and suggests appropriate improvements to sales officers or sales promoters or both.

• B. Provides leadership, motivation and direction to the team.

• C. Nurture the capabilities of channel partner\xe2\x80\x99s sales team so that they contribute desired results.

Competencies




Technical/Functional


Behavioral

• Strategic Thinking

• Modern Trade experience

• Strong MS \xe2\x80\x93 Office skills

• Desired

• Ownership

• Leadership

• Consumer Orientation

• Strong Analytical Ability

Performance Measures




Quantitative


Qualitative

• Market penetration

• Sales operations

• Sales volume

• Customer activity

• Customer satisfaction

• Customer service.

Key Stakeholder Management




Internal


External

• Regional sales team

• Marketing

• Corporate Communication & NPD

• Production Planning & Logistics

• Distribution and Sales Support

• Distributors

• Key Accounts