Position Title: Manager Key Accounts Ecommerce Summary: This position is responsible for Key Accounts in E-Commerce Channel. Maintaining relationships with key accounts to unlock disproportionate account growth while delivering numbers and aachieving profitable results. Person will also be responsible for benchmarking competitors and suggesting business strategies for the growth of existing / new businesses line with the objective of achieving exponential growth and profitability.
Major Duties/Responsibilities Summary of major duties:
Overall Sales
- To achieve Monthly, quarterly and Annual Business Targets for his/her Key Accounts
- Building long term sustainable relationships with strategic account partners and negotiating favorable terms of trade with them.
- Formulating effective sales policies and procedures specific to the ecommerce customers
- Prepare Joint business plans (JBP) of each chain and implement the same for business growth
- Map competition in market and their strategy on activities and products; develop and implement actions accordingly down the line
Promotions and activations
- Design and manage a calendar of activations and activities with the Accounts to drive sales.
- Ensure and adhere to promotional compliance
- Work with brand teams to align product offers and promotions from time to time in line with brand guidelines.
- Plan, develop and manage exclusive range and styles specific to the Account
- Work closely with the portals on new product launch plans
Data Analytics & Visibility
- Monitoring the weekly, daily, and seasonal, and/or one-time reports
- Maintain & Analyzing sales and expense reports to improve margin, revenue, and processes
- Prepare annual marketing calendar for respective account
- Monitoring and Governing digital shelf on account & analytics compliance to maintain business hygiene
- Govern and maintain visibility compliance
- Ensure Search and Cataloguing hygiene
Cataloguing and Portfolio
- Ensuring a perfect online Launch & Focus SKUs to grow market share
- Ensure timely recent launches through various e Commerce channels
- Conceptualize content for the new launches
- Ensure achievement of new launch and focus SKU targets for specific set of accounts
Supply Chain:
- Demand Planning Coordination with Customers & SCM Team
- Forecast along with the vendors and the e-commerce portal on the increase in traffic during the promotions
- Monitor and maintain in-stock compliance for the key account
- Overseeing product catalogue, on-orders, initial shipping and receiving product tracking, and following-up on all problems on a timely basis
- Achievement of the fill rate target to ensure optimum availability to customers
Working with SCM SPOCs to get the best fill rate
Claims and financials
- Maintain the financial health of platforms for Hershey; also provisioning and execution of financial claims.
Minimum Education and Experience Requirements: Education: Graduate, MBA preferred
Experience
6 – 8 years of Experience. 4-5 years E-Com FMCG + Qcomm experience is must