National Key Accounts Manager - Modern Trade

Job purpose:

In this role, the incumbent will be accountable for profitable business growth across all accounts based out of South India/ Mumbai and will be responsible for Modern Trade market share. He/she will be working closely with all regional account managers, customer marketing managers and sales team to meet objectives.

Key Duties and Responsibilities/Missions:

 Build and maintain strong relationships with key decision-makers at business with MT & Ecommerce Retailers at HO and Regional category

 Negotiate and close complex deals with large accounts

 Track and analyze sales performance metrics and identify areas for improvement

 Create and manage monthly, quarterly, and annual sales forecasts

 Market research and Competitive Analysis

 Collaborate with Marketing and Product Development teams to ensure brand consistency

 Understands Category processes and Have good understanding of Retail processes

 Handled and appointed Distributors

 Knows regional or national category managers from Dmart, Reliance, Big Basket, Zepto, Spar, Amazon etc

 Excellent Data analytical experience to analyse large complex data and work on building category business

 Build road-map to leadership for Modern Trade Channel, strategize and implement programs/plans for development of sales company Brands in this channel.

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

 Achieve volume and sales targets through effective implementation of sales strategies, Identifying the key challenges and enablers; Sales planning/ stock requirement forecast

 Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanism.

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

 Prioritisation and deployment of available spends towards strategic focus areas and activities for chains and brands.

 Track utilisation and effectiveness of trade spends in activities & channels along with the Go-To-Market Manage.

Technical Skills:

1. Retail Rules and Legal issues compliance : Ability to comply with internal sales policy and legal issues in order to manage sustainable growth and develop business.

2. Sales Execution : Ability to plan, implement and manage initiatives in order to follow and implement the sales plan.

3. Customer expertise Ability to collect and analyse information, data, trends etc. relating to customers in order to identify key drivers of their strategy

4. Market and business expertise Capability to analyze facts, figures and trends on market environment (competitors, customers, category, environment) and business indicators in order to identify key drivers, to assess business performances and to make recommendation on strategy

5. Key Account Management Adept to work with retail category managers in commercial negotiations and regular operations at regional level

Transversal Skills:

1. People Management (TRANSV12) Manage people in daily work by identifying potential and recruiting best profiles, setting concrete and ambitious goals, delegating missions, motivating and developing every day a cohesive team in a change environment

2. Problem Solving (TRANSV14) Ability to build a logical approach (assess situation, identify causes, target solutions, deploy it) to address problems or manage a situation by drawing on own knowledge and experience base and calling on other references and resources as necessar