- To accomplish Secondary Sales Target in Key Accounts.
- Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level - To support and implement planned promotions/activations at the store level - Implement the plannograms agreed upon with help of merchandisers Ensure maintenance of Sales processes :
- To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales reporting / Claims / Infrastructure/ training and development of staff) - Ensure optimum STR for ANI products and ensure high fill rates with the accounts - Maintain credit index as per TOT with the account - Update & provide feedback on the account operations to the regional account manager as well as the account manager handling the account Be the Best Sales force :
- To develop excellent relations with the Key Accounts at all levels - To keep a check and provide feedback on current and recent practices followed by competition - To analyze the market situation in order to aid in accurate Sales Forecasting - Ensure effective working of the merchandisers to help them deliver the maximum output Manage the merchandising operations:
- Regularly analyze the data collected by the merchandisers and implement the action points - Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team - Keep a control on the quality of merchandisers in the region - Work with all the merchandisers in the region at least once per quarter - Be the touch point for the merchandising agency in the region For local accounts and geography: Be the most important link of ANI - Assist the Account Manager in formulating the annual business plan for local accounts - Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM - Be an integral part of TOT negotiations & help in roll out of the same - Plan and implement activities and promotions for the local accounts in consultation with the RAM - Track and maintain cost to sales for all spends on local accounts within agreed limit - Deliver a perfect punch in terms of NPI, price changes, pack changes Distributor Management - Educate and train the distributors on ANI systems & processes - Ensure optimal stocking levels and high billing efficiency for all distributors - Ensure distributor compliance to agreed service levels & credit terms - Review distributor financial health (pipeline and outstanding) - Ensure that the claims of the distributor are settled by ANI within specified time limits People management and development - Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working” - Enhance ISR effectiveness through training & coaching - Management of ISR working (PJP, Itinerary, expenses etc.) - Periodic review of ISR performance and feedback