About the Role

Responsible for driving business with above said National accounts for PAN India. Plan, develop and execute the annual business plans (ABP) with all the above accounts.

Key Focus

- JBP, Account Management, category development, TOT, Promotions & Activations, Account P&L;, building strong relationship with the MT national accounts to deliver ABP, utilizing the agreed operating resources in a highly competitive workplace.
- Contribute to firm up MT account strategic business planning and quarterly plans to achieve superior results.
- Maintain and develops close working relationships with all Accounts, Sales operations teams in the region and other functional counterparts from Brand, Customer Marketing, Finance and Supply chain.

Key Responsibilities

Business Planning

- Develop the annual account plans
- Closure of JBP (Qtrly/Annual) with key accounts
- Price / Promo / Pack strategic planning
- NPI, New launch expansion / activations
- Ideate, innovate, develop & implement key activations led by offtakes across formats
- Adherence to overall sales & marketing budgets
- Ensuring stock availability of all agreed Sku’s across all accounts at all time
- Deliver Channel Profit Margin

Account Management

- Accelerate growth, achievement of sales targets
- Ensure proper account relationship & planning between Brand & the account
- Facilitate performance reviews with all major accounts on a regular/quarterly basis




- Continuously monitors, report and takes appropriates action on variance between actual & plans
- Communicate consumer promo as per channel timelines
- Implements account level business growth program / Activation
- Keeps abreast of information relating to competition, category insights, activation, events, seasons & take data driven decisions to en-cash on opportunities & to take adequate precaution where required
- Maintain a track of cost of doing business with these accounts
- Organize Top to Top meetings with key retailers

Internal & External Operations

- Prepares and submits periodic weekly, monthly & other returns Internally as required region & others stakeholders
- Leads the review / Planning meetings for the channel
- Review / Monitor business KPI with regional ASM and merchandising team to ensure 100% execution as per plan
- Maintains an effective database of accounts to facilitate information-based decision – making Offtakes / Claims / RTV / SOH / article master / Store master / availability etc.

Qualifications

- • Proven track record of achieving sales targets and driving business growth
- • Strong understanding of modern trade dynamics and retail operations
- • Excellent communication, negotiation, and presentation skills.
- • Ability to analyse data and develop strategic insights
- • Ability to travel as needed

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