Key Account Development Manager

JOB DESCRIPTION:

Rollout of ABPs:

• To accomplish Secondary Sales Target in Key Accounts.

• Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level

• To support and implement planned promotions/activations at the store level

• Implement the plannograms agreed upon with help of merchandisers

Ensure maintenance of Sales processes :

• To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales

reporting / Claims / Infrastructure/ training and development of staff)

• Ensure optimum STR for ANI products and ensure high fill rates with the accounts

• Maintain credit index as per TOT with the account

• Update & provide feedback on the account operations to the regional account manager as well as

the account manager handling the account

Be the Best Sales force :

• To develop excellent relations with the Key Accounts at all levels

• To keep a check and provide feedback on current and new practices followed by competition

• To analyze the market situation in order to aid in accurate Sales Forecasting

• Ensure effective working of the merchandisers to help them deliver the maximum output

Manage the merchandising operations:

• Regularly analyze the data collected by the merchandisers and implement the action points

• Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team

• Keep a control on the quality of merchandisers in the region

• Work with all the merchandisers in the region at least once per quarter

• Be the touch point for the merchandising agency in the region

For local accounts and geography:

Be the most important link of ANI

• Assist the Account Manager in formulating the annual business plan for local accounts

• Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM

• Be an integral part of TOT negotiations & help in roll out of the same

• Plan and implement activities and promotions for the local accounts in consultation with the RAM

• Track and maintain cost to sales for all spends on local accounts within agreed limit

• Deliver a perfect punch in terms of NPI, price changes, pack changes

Distributor Management

• Educate and train the distributors on ANI systems & processes

• Ensure optimal stocking levels and high billing efficiency for all distributors

• Ensure distributor compliance to agreed service levels & credit terms

• Review distributor financial health (pipeline and outstanding)

• Ensure that the claims of the distributor are settled by ANI within specified time limits

People management and development

• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”

• Enhance ISR effectiveness through training & coaching

• Management of ISR working (PJP, Itinerary, expenses etc.)

• Periodic review of ISR performance and feedback

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

DIVISION:

LOCATION:

ADDITIONAL LOCATIONS:

WORK SHIFT:

TRAVEL:

MEDICAL SURVEILLANCE:

SIGNIFICANT WORK ACTIVITIES: