JOB SUMMARY

- Lead the Zonal Key accounts & OT channel to support volume, Market share and Brand/Channel activation initiatives with enhanced brands presence and visibility in the channel
- Lead association with leading F&B; chains/accounts in the zone to build PR brands portfolio and preferred partnerships for profitable and sustainable growth
- Effectively Institutionalize defined processes to build strong competitive edge

Volume and Market Share

- Plan account/category level volume & market share to achieve budgeted volume and share
- Work closely with Region teams to identify and capitalize specific channel/category opportunities
- Seed and Build NPD’s to further grow future categories

Brand and Channel Activation and visibility

- Drive Integration of Brand and channel program/plans in to region with a certain scale resulting in desired volume/category growth with enhanced impact in the trade
- Support development of channel/category activation programs with Tie up accounts to leverage/maximize A&P; effectiveness – Activation calendar for Tie up accounts
- Liaise with brand team and external agencies for timely implementation of activities
- Achieve fair share of visibility in the trade for focus brands

Develop/Maintain commercial propositions and A&P; budgets

- Ensure volume, share and activation delivery as per agreed contract
- Optimize trade terms
- A&P; budget management per plan & phasing by brand/region

Process capability





Institutionalize strong process mindset and capability to establish competitive edge

People Management

- Coach and mentor Regional On Trade Heads and KAM’s –Industry Best practice, Channel/Consumer Insights
- Institutionalize robust internal and external business review
- Foster an environment that develops customer/consumer centric culture demonstrating strong PR values
- Talent Management: clear understanding of talent, their strengths and areas of opportunity, and have development and succession plans in place for the sales organization

Key Performance Indicators

- Volume and Market share
- Drive Brand/Channel activation calendar
- Develop and maintain commercial propositions and trade terms
- Institutionalize processes in the channel
- Drive internal and external capability building programs/initiatives
- Establish and maintain relationships with industry influencers and key strategic partners
- Coach and mentor Regional On Trade Heads and KAM’s

INTERACTIONS

INTERNALLY

- Region Sales & Marketing Team
- Central Field Marketing
- Brand Team
- Finance Team
- Legal Team

EXTERNALLY

- Hotel/F&B; Industry
- Event Agencies

PROFILE DETAILS

QUALIFICATION

- An MBA (preferable from a premier institute) with 8-14 years of experience in the FMCG industry

EXPEREINCE

- Must have experience and successful track record with FMCG/Alcobev industry with /Key accounts or Contemporary Trade min. 4 years.
- Ability to manage cross functional tasks is a must

📌 Senior Manager- Zonal Key Accounts (Karnataka)
🏢 Pernod Ricard India
📍 Karnataka