Job Description

Key Accounts Manager- B2B-Corporate
Position
Organizational Unit: Market India
Department: Sales
Subsidiary/country: India
Direct Reporting Line to: Key Accounts Manager Corporate-B2B
Indirect/secondary reporting line: NA
Key interfaces in Global: NA
Key interfaces in Market: Sales, Retail, SCM
Location: Gurgaon, India
GSMS Grade: M4
Personnel Responsibility: YES
Budget Responsibility: Sell -In & Sell out from CPC-B2B Channel partner accounts to
enable Net Sales growth
Purpose/Mission
This role will be responsible for driving Sell In and sell outs from assigned B2B channel (Corporate & Q Commerce Platform), increase Market share for the brand, Relationship with front-end teams, Government organizations, Partner store teams & their stakeholders. Strong relationship management with Corporates and leads of Marcom, HR and Procurement. Further the incumbent will lead the Planning + execution of business right which will include product listing, price restructuring, forecasting of product and business, ensure efficient planning + executing In-season priorities at the Point of Sale including VM and optimal representation of the brand as per guidelines. The role will also be accountable for maintaining & periodic reporting of sell in & sell out data in prescribed formats, building growth oriented monthly/annual sell out plans, providing vital market & consumer intelligence and improve overall quality of business and brand representation among corporates.
Key Responsibilities
Functional:

• Responsible for achieving assigned sales quota (Sell -in) on a periodic basis (Daily, Weekly, Monthly, Quarterly & Annually) and driving the performance of the overall Ops team of the partner.
• Track, drive & report to relevant internal stakeholders on brand market share, competitive initiatives, partner initiatives at stores & qualitative consumer insights
• Develop and execute strategies with internal stakeholders Channel Head to deliver seasonal priorities and drive best representation at various PoS..
• Drive new business opportunity via large corporates from time to time directly.
• Drive strong relationships with corporate hierarchy with Marcom, HR and Procurement leads
• Front-end ops team of the partner to enable high sell-in and sellout.
• Periodically report, as per prescribed formats and requirements, sell-in & sell out performance to internal stakeholders. Create and execute a review mechanism.
• Plan & execute along with internal stakeholders and Ops team members on periodic front-end staff training as required each season basis the training calendar
• Ensure strong forecasting of sell out performance and periodically review the performance with external partners and internal stake holders.
• Provide inputs and insights to Channel Head on consumer/customer, competition, and product performance.
• Ensure weekly & monthly priority alignments with stake holders to optimize sales performance of the account.
• Ensure adherence of all front-end team members to the policies and norms of the brand as laid out.

• To measure progress on set KPIs.
• To measure progress of team members against set KPIs
• To report to all superiors
• To monitor all reports
• To monitor and report on customers and competitors initiatives, and propose/execute actions
• To provide realistic plans and forecasts on sell In and sellout performances

• Functional: > 8 to 15 years experience in sales, exposure to manage big partners in Government Corporate/ schools/HORECA
• Industry: ideally in apparel/fashion/shoes, FMCG or FMCD
• Leadership: 1-2 years
• Exposure: Sports, Sales, retail and exposure to government business.

• Outlook: basic
• Word: advanced
• Excel: advanced
• PowerPoint: advanced
• English: advanced
• Local language: Fluent

• MBA in business / Marketing and sales focus