|
What are the Key Deliverables in this role?
Financial Outcomes
- Deliver topline & bottom-line targets in line with business goals in the accounts, drive activations across accounts & be responsible for P&L of the customers.
Customer Service
- Develop the annual account plan (JBP), sales & portfolio growth plan, new product launch plan and expense budgeting for the account / set of accounts in line with company business objectives.
- Ensure timely fulfilment & high fill-rate across stores
Internal Processes
- Drive the achievement of Volume and Value targets in the assigned accounts
- Continuously monitor, report, and take appropriate action along with quarterly performance review (Internal team/Accounts)
- Ensure high rate of account renewals with favorable terms of trade.
- Identify & onboard new national accounts and setup favorable terms of trade.
- Leverage existing relationship with national accounts to drive proliferation of key brands across accounts.
- Liaison with Innovation center resources to customize product basis customer/account needs.
- Design & implement various activation initiatives customized for different accounts (in-coordination with marketing team)
- Create & manage excellent business relationships in HO for all national accounts and build a favorable company image in the FMCG Space.
- Ensure commercial hygiene for the account- finance meetings, claim release & settlement follow-ups & meetings.
- Track competition activities in the channel and counter actions.
Innovation and Learning
- Take on training new and current sales reps. Should also facilitate different programs that promote strong team camaraderie.
- Perform Innovation / NPD tracking - listing & business plan, Activation Plan (Customer Communication & Implementation)
- Liaison with Innovation center resources to customize product basis customer/account needs.
|
|
What are the Critical success factors for the Role?
- Proven & deep knowledge of sales & distribution system (preferred in FMCG space)
- Strong financial understanding - P&L, driving profitability, account reconciliation, ROI measures etc.
- An analytical mindset and methodical approach – extensive excel and business presentation skills.
- Acute attention to accuracy and detail.
- Excellent networking, assertive communication & excellent stakeholder management skills
What are the Desirable success factors for the Role?
- Understanding of data analysis and management
- Analytical and problem-solving abilities, with a focus on delivering actionable insights and innovative solutions.
- Good communication skills and stakeholder management capabilities
- Familiarity with the consumer goods industry and an understanding of its challenges and opportunities
|
