1. Portfolio Management of a Key Customer involving Contract Negotiations, delivering profitable business for internal & external customer , developing picture of success for each customer & constantly identifying levers for growing business of the particular channel.
2. The purpose of the role is to oversee and guide all key account related activities at a national level for a specific key account business vertical like modern trade, food services etc.
1.Build relationship with Key Account customer at corporate& Zonal level.
2.Deliver insightful customer, shopper and occasion insights,plus marketing equipment, promotions, and other services to maximize profit in every channel.
3.Generate actionable consumer/shopper insights to maximize profit in the key accounts of the designated channel.
4.Develop standard key account Terms & Conditions for designated channel and ensure compliance.
5.Support the National Key Account Manager in negotiations with key accounts customers.
6.Create customer-tailored activations for national key accounts.
7.Ensure that all Key Accounts managed according to national guidelines with respect of the volume, profit and EBIT.
8.Account activation as per DEEP RED.
9.New Account Acquisition-Grow the National Portfolio by aggressively acquiring large Key Accounts in India as well as tieing up with International Key Accounts for the particular channel.
10.Tracking of spend vs. budget.
11.Driving Cost advantages through the channel in terms of activities and promotions.
12.Mapping competition activities for the particular channel.
13.Identify gaps & growth opportunities in various key accounts as per PITA model.
14.Volume tracking for all activated outlets and all key accounts
Minimum Education: Graduate or Post Graduate/ MBA (Sales and Marketing)
Minimum Work Experience: 3-5 yrs in Sales, channel roles having exposure to Key Account Handing is preferred
1.Delivers results (includes Planning & Execution)-Stage 1
2.Demonstrates emotional resilience & influences others-Stage 1
3.Demonstrates Financial Ability-Stage 1
4.Lives the Values (includes Accountability & Collaboration)-Stage 1
5.Managing Change-Stage 1
1.Customer Management (a)-Competent
2.Financial Knowledge / Application and Appreciation (a)-Competent
3.Market Execution (a)-Competent
4.People Management (Capability Development)-Working Knowledge
5.Sales Management (a)-Working Knowledge
Language Proficiency: Hindi, English, and / or Knowledge of Local language
IT Knowledge: Working knowledge of MS Office
Travel: 60% travel to field offices within the bottling regions