RKAM MT | FMCG | Mumbai

. BASIC INFORMATION
Position Regional Key Account Manager -NMMT Business Unit Consumer Products DWvision - Sales
Function sales Location Branch office
Sub Function Branch Reporting to Branch Manager


Il PURPOSE OF THE ROLE.
A statement summary about the primary purpose of the job Why does this job exist inthe organization What would ot get dane inthe organization i this role dd not exist 1 to 2 sentences expla

1 the how the role helps the function /orgonization achieve its objectives

Drive and grow the modern trade channel a the regional level by executing key account strategies effective business planning account servicing and relationship management

Il KEY RESPONSIBILTIES
Defining 8-10 critial respoasibties associated with the job which account for B08 of the bandwidth and effort ofthe job holder.

Deliver strong growth atthe regional level for the modern trade channel
1 Planning & Achieving topline Planning and Review of all key channel performance metic for regional modern trade accounts

Build & Monitor action plans to manage overall channel spends and improve the ROl of spends within the region

Build and maintain strong relationships with key accounts within the branch

Partner with key accounts to create and execute joint business plans to drive channel growth fo the region
2 Key Account Management Plan account specific interventions to maximize shelf space product placement and assortment to support sales growth category objectives

Build and grow new reglon specific accaunts to improve the MI footprint in the region

Ensure sustainable growth by negotiation favorable terms and conditions pricing and promotional activities with branch key accounts for increased profitability and shares

Drive sustained performance levels on account serviceability fil rates resolution of customer sues ete

Ensure availability and appointment of necessary channel specific distributors (if any) by partnering with the channel sales teams
3 Account Servicingand Hygiene Ensure commercial health for the accounts thraugh receivables driving commercial hygiene indicators and processes

Take up necessary initiatives and measures to improve the commercial and supply chais health ofthe regional accounts

Partner with the account teams towards planning & implementing new praduct launches and assortment compliance

Drive the implementation of portfolio merchandising and visiblt plans across the regional key accounts
4 In Store Execution Formulate polices action plans monitor performance of merchandizers and promaters across accounts to riven store sales brand objectives and shares

Monitor and ensure execution of merchandising KPls (manpower deployment PIP SOS consumer promo AP execution ete.)

Monitor market trends competitor activities and consumer insights to identify opportunities within the branch and suggest recommendations for growth
5 Competition Analysis and insights). prepare and analyze regular performance reports for regional accounts covering sales forecast data budgets instore pends et.

Induct coach and guide MT field teams merchandisers and promoters towards achievernent of Business bjectves

Setting performance targets monitoring performance suggesting and supporting improvement on a continuous basis
Team Management Communication of methods policies and ways of working to the team memibes to drive adherence

Ensure the field teams are motivated and enthusiastic for positive engagement

IV. KEY PERFORMANCE GOALS
iste below are the hey performance goals or the role Performance Goals are the critical outcomes ofa Jab Conimbiling fo the organtation sand voles success
1 Achievement of revenue and profitability objectives for accounts
2 Achieving account servicing levels (fil rates servicing days et)
a Achievernent of brand objectives (planogramming sibility share of shelf et across respective modern trade accounts
4 Productivity and cost management (merchandisers in store promoters et.)
5 Strong Relationship development wath key accounts
VI. INTERFACES
This section defines the set of key stokeholders internal & external) with which the job holders required ta interface towards fulfling the objectives of the job
Taternal interfaces ternal Interfaces
(Roles that the jobhotder interacts with internally) Roles thot the jobholder mteracts with externally)

1 Beanch Commercial Manager Branch customer development manager Key accounts
2 Operations Manager Distributors
3 Branch logsties Manager External agencies for merchandizing promoters

Branch HRmanager

VII. PEDIGREE and PROFILE
This section contains the minimum quolfcotions relevant experience which ave essential to execute the role it may not be ateflection of job holders own quolfcotion and sil



Education Qualification MBA with working knowledge of key account management in an FMCG organization



Preferable Experience 4- 6 years

Required Skills:

COST MANAGEMENT