Key Accounts Manager

MAJOR ACTIVITIES

LFRs Sales Plan Achievement

• Achieve AOP of the Retail vertical by Sell-in.

• Main focus will be to drive the profitability of the MR channel.

• Display Share & Counter Share No.1 Objective to be met of each account.

• Maintain Fill Ratio at 90% + with WOS maintained at 3 weeks.

• Implement 100% Store Checklist & Plano.

• Increase Premium contribution Growth.

• Assist the BU in recommending new category launches to increase the revenues.

• Maintain high quality of sales operations as per the Store Checklist

• The incumbent will work and be responsible for the management of sales, and relationships with Large Format Stores like Reliance, Croma, Vijaya Sales, etc.

• The role will act as an interface between the customer service and the sales team in the company and will be responsible to create long term relationships with the portfolio of Organized Retail.

• Establishes productive, professional relationships with key personnel in LFR accounts.

• Support the teams down the line, wherever required, in periodic interactions with the LFR customers for enhanced relationships

• Identify new sales opportunities within existing accounts and facilitate strong Sell-in initiatives at the Stores

• Establish budgets with the LFR client and company & work towards meeting the time deadlines for accounts

• Establish price points to maximise penetration and achieve the same by monitoring costs, competition, and supply and demand.

• Support the teams down the line in generating high volume leads and ensure relationships are nurtured for long term business relationship.

• Analyse the market potential and work towards generating the opportunities for Retail selling.

Internal Relationship Management

• Conduct JBP meetings with all Accounts.

• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives.

Plan & Review

• AP1 planning with Rolling Forecast of 12 weeks advance with accounts.

• Ensure proper planning for Margins / profitability through LFR vertical and drive the teams for the delivery of the same.

• Timely review the sales productivity, target delivery, margin delivery and term performance with the Leadership as well as KAMs.

• Analyse information pertaining to competitive products, competitive prices, and related terms and conditions of sale and offer feedback on the market and competitors and document such information for strategic planning.

• Provide the feedback on the market and competitive moves to the regional and sales functions down the line to protect the Counter Share and ensure better coordination & deployment of plans / initiatives.

Team Management

• Maintain and improve a successful and positive culture that is evidenced by low attrition, high employee morale and exceptional individual and team performance.

• Coach and develop robust teams and work towards establishing a high performing sales culture

• Provide leadership so that store managers are well motivated and engaged to stay and contribute effectively to the organisation.

• Must have sound administrative skills to monitor team performance.

• Identify development areas and recommend skill up-gradation of sales teams through exposure to various training and learning programs / interventions.

Marketing Planning

• Implement the Retail strategy for stores through growth in revenues & engaging with Retail buyers

• Develop promotional programs for the stores to drive the sales

Other Controls

• Budgetary Controls : Deploy mechanisms to optimize various budgets like travel budget, scheme, client relationship, marketing budget etc.

• Compliance & Collections : Review receivables on a periodic basis and ensure timely collection of payments as per Organization policies

• Inventory : Ensure timely sale of stocks available / earmarked for Corporate & Institutional sales vertical

Major Challenges

• Scaling up a full-fledged Large Format Retail vertical that is able to deliver high profitability in short span of time

• Establishing a strong touch base with LFR players to ensure continuous flow of orders.

• Competition with strong national as well as regional players

• Managing strong relationship as this business works solely on rapport and liaison between the organizations.

Skills & Knowledge

• Educational Qualifications : MBA / PGDBM

• Experience : 8 to 10 years in consumer durables, mobile handset, Peripherals at LFR segment. Last 2 to 3 years in Retail business with a reputed brand (for a State or two states) handling Key Accounts (Big Retail Outlets) having no. of franchisees

• Personal Characteristics & Behaviours

• Individual credibility & networking skills

• Excellent presentation & leadership

• Strong on relationship management and ability to build / nurture partnerships

• Strategic account planning and execution skills

• Financial and business acumen

• Commitment to long-term customer success

• Strong operational rigor and time management skills

• Ability to maintain high productivity levels while managing multiple competing priorities

• Consultative sales skills and ability to construct and articulate strong business case and ROI.