Senior Manager - Key Accounts

Job Title: Senior Manager - Key Accounts

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

Were operating across different markets, channels, and areas of expertise. Using your curiosity and passion, youll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. Well support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Role Responsibilities:

AREAS OF RESPONSIBILITY PERFORMANCE MEASURES (QUANTITATIVE / QUALITATIVE)

1 Commercial delivery

Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.

Develop and monitor individual sales objectives on monthly / quarterly and annual basis.

Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix. Ensure Increase in Share of Business (Market Share) across segments as per plan NSV

2 Relationship & team management

Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.

Engage channels to close sales and deliver services thereby ensuring higher market share.

Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions

Take quick decisions at the Market place and close deals at his/her level with minimum supervision or escalation

Develop team to ensure monthly sales & activation targets are on track and as per IOP Relations / OTIF / Team Handling

3 S&D/ Tie-ups

Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.

Manage the new product launches in the region.

Negotiate & finalize annual contract and terms of trade with key accounts in the territory. WOD

4 Customer marketing

Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory

Prepare reporting on the brands performance, needs and forecasts.

Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E).

Coordinate with 3rd party agency for execution of the activations / launch at the outlet. On time/Right outlets selection/ROS/M&E

5 Process & systems

Make regular sales calls to designated on premise accounts to cultivate customer relations and satisfaction with service provided.

Keep the trade informed about pricing, promotion schemes etc.

Responsible for the correct and timely submission of the claims and daily sales reports.

Keep a track on the competitors activity and report the same to the reporting manager.

Keep track of the KAE's monthly Outlet wise Sales plan & report & monitor the same to ensure monthly IOP NSV & Market share targets are being met for the Region Reports

6 Execution & staff training

Maintain the organisation standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet.

Effectively train customer staff on products and execute product tastings and product presentations.

Execute the marketing plans at the outlets as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets. QDVP Contracts to drive Market share/Visibility/Activations

7 Collection

Review customers' credit status and collect outstanding as per the USL credit policy.

Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing Collections

Experience / skills required:

MBA in Sales / Marketing preferred Experience:

6-8 years experience in sales in Alco-Bev or FMCG industry

Could be from the hospitality sector Knowledge & skills:

Maintain healthy Client Relationships

Thorough knowledge of Sales Planning & MIS

Emphasizing strong focus on Excellence

Developing & managing a team

Negotiation & commercial acumen

Presentation Skills

Communication Skills Best Suited for someone who

Likes to understand the psyche of others

Has a very strong service focus

Believes in perfection when it comes to execution

Wants to be in the premium end of the business

Is more Urban/Metro/Headquarter oriented

Interested in learning about Premium/Luxury brands

Is a good team player & Good Team Manager

Flexible Working Statement: Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that youre supported from day one.

Diversity statement: Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that youll be welcomed and celebrated for who you are just by being you. Youll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.