Job highlights

- Education-UG: Any Graduate - Any Specialization
- Doctorate:Doctorate Not Required
- Experience : 12- 15 years experience in key accounts & regional commercial operations
- Working experience of Retail & on- trade

Brief Role : Senior Manager - Central Key Accounts Planning

Purpose of Job

- The role is responsible to coordinate with regions on various key account related initiatives, brokers and national level partnerships to enable synergies at Pan- India Level. The role looks at implementing the key account strategy in the key account chains across the regions

Direct Reports : 1

Indirect Reports : 6

Operating Network

Subordinate Role :

- KAM
- CM Manager
- Other Roles/ Teams WITHIN the Function :

- HO - Commercial Team
- Regional Key Account Team Divisions/ Departments OUTSIDE the Function :

- Finance BP
- IT BP
- Digital Marketing Team
- Cust. Marketing Buyer Team
- Luxury Cat. Development Mgr External Interface :

- Key Account Partners Retail & on- trade
- Shoppers / Consumers
- Design & Delivery Agencies
- Research/ Consulting Agencies
- PR & Advertising Agencies
- Event & Media Planners

Typical Role Requirements

Qualification : MBA with Sales and Marketing

Experience : 12- 15 years experience in key accounts & regional commercial operations

Knowledge & skills :

- Negotiating & Influencing
- Planning and Organizing skills
- Working experience of Retail & on- trade
- Sharp negotiation skills
- Work Team Effectiveness
- Business Analysis, Presentation Skills
- Customer, Consumer and Category Insight
- Commercial Orientation Best suited for someone who :

- Has strong passion for luxury and reserve which reflects in personal lifestyle
- Is commercially savvy
- Enjoys challenges related to start- up initiatives
- Likes to build & maintain partnerships Areas Of Responsibility/ performance Measures (Quantitative / Qualitative) :





Support on Key Accounts Strategy Development :

- Provide National Key Accounts Support to Regional Key Accounts Delivery
- Be responsible for Delivery of NSV targets for national contracted accounts
- NSV National Key Accounts Support to Regional Key Accounts Delivery :

- Recommend terms of trade and contracts for national key accounts and identify relationships
- Support execution of all National and Regional Agreements, including development through the regional category of national chains, Partner in negotiating trading terms, managing trade spending and sales forecast, as well as perform promotional planning and business review
- Prepare annual/ quarterly activity calendar for Key Account Programs - National or Regional
- Support new products launch and ensure generation of trials for the brands - collaborate with Brand Teams
- Prepare training calendar - brand trainings, perfect serve communication, bar academy etc. for National Key Account personnel

- Execution excellence

Customer Marketing Initiatives in Key Accounts :

- Work with internal partners to implement sales, merchandising and promotional strategies to accomplish business goals and achieve sales targets
- Monitor competitor activities and leverage industry best practices in Key Accounts, conduct shopper insighting studies in sync with Marketing and Customer Marketing teams

- Oversee Vendor management with respect to selecting and evaluating vendors, manage key relationships




- Manage inter- functional process & relationship for seamless execution - interface for Key Accounts with Regional Sales, Channel, Customer Marketing and Brand teams
- Visibility & activation calendar

Budgeting & claim settlement :

- Ensuring the team adheres to the business norms of credit, collection, reporting and other financial discipline like budgeting, spending, submission of claims etc.
- Negotiate & finalize CPC rates with star hotel chains
- Settle claims and provision for contracted outlets
- Financial Disp - Collection / claims

Strategic partnerships :

- Analyse and identify "Must Win Outlets" for strategic tie- ups
- Negotiate a win - win proposition & build in all the strategic deliverables
- Align the partners in line with the QDVP3 requirements
- Manage Menu card with regard to Price laddering & first in category
- QDVP Contracts

Fostering relationships :

- Understand the customer / consumer behavior at field level and develop a robust feedback mechanism for sales / marketing team for shaping up the future decision.
- Maintain coordinal relationship with the key influencers at the large key accounts to drive brand dominance.
- Play an integral role in new business pitches and hold responsibility for the effective on- boarding of current clients
- Relationship Management

Data Analysis :

- Prepare Monthly report on national accounts
- Draft the Activation calendar & implementation report - Circulate Quarterly M&E; report
- Ensure Legal & marketing clearances are obtained and documented

Salary: Not Disclosed by Recruiter

Industry:FMCG / Foods / Beverage

Functional Area:Sales , Retail , Business Development

Role Category:Channel Sales

Role:Key Account Manager

Desired Candidate Profile Education-

UG: Any Graduate - Any Specialization

PG:MBA/ PGDM - Marketing

Doctorate:Doctorate Not Required

📌 Area Sales Manager (New Delhi)
🏢 Right Step Consulting
📍 New Delhi