BDE-Key Accounts

Job Description

Nivea : Business Development Executive -MT: Location: Ludhiana CARE FOR SKIN - CARE FOR PEOPLE : - Beiersdorf AG is a global company with more than 150 affiliates worldwide. Our two separate business segments are responsible for operations in their respective areas Consumer Segment and Tesa. For over 130 years, Beiersdorf have dedicated itself to meeting it's consumers- individual needs and are considered to be the inventors of modern skin care. It's research and development expertise, innovative products, and strong brands are the reasons for the success - Care for consumers and our people is what has driven us. Every day, our global brand icons, such as NIVEA, NIVEA Cr- me, NIVEA MEN, make more than 500 million consumers in over 200 countries feel good in their skin. - Join this world of care and start your career in an environment that offers you the opportunity to work with leading experts and the highest scientific research technologies. Shape your professional future from day one and explore our collaborative culture with courageous, innovative teams that all share one exciting goal: inventing skin care products of the next generation. Overall Obligation: The Business Development Officer- Key Accounts is responsible for the sales performance of Modern Trade Channel (as defined by Nivea India) for the assigned Territory within in region (defined by Nivea as North, East, West and South). He/she assist the Key Accounts Manager (KAM) in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies' policies and strategies. He/she heads and coaches the distributor Sales Team below him. It is his/her obligation to form an efficient and effective team that is perfectly cooperating with all internal and external partners. The Business Development Officer is to discuss and set clear targets his set of distributors and their sales team in alignment with the Key Accounts Manager and to track the fulfillment. Successful performance requires taking the full responsibility for decisions and repercussions, strong communication and negotiation skills and clear commitment and vision to lead his team. Detailed Responsibilities (non-conclusive): Job Location: Nivea : Business Development Executive -MT: Location: Ludhiana Business Objectives 1. To achieve volume and value objectives of the assigned territory within budget, time and policy parameters through efficient control of the network under charge 2. Executing the agreed strategic alliances with key chains i. Timely implementation and follow-ups for monthly activity/ promotions specific to outlet and chain ii. Liasoning with Merchandising for branding activities at stores 3. Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and discussed during the monthly review meetings. 4. Responsible for Controlling Dominant shelf space in the Key Accounts 5. Managing health of distributor channel on a monthly basis: 6. Managing a team of merchandisers and promoters Financial Responsibilities 1. Documentation of outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) on a monthly basis for audit purposes 2. Settling distributor and outlet claims (within stipulated timeframe) 3. Submitting NOCs (No Objection certificate) i. from distributors on a quarterly basis ii. from modern trade stores on an annual basis Distributor Responsibilities 1. Ensure all planned distributors in the zone are appointed in time and are operational through proper coordination. 2. Evaluate the performance of the distributors 3. Responsible for destroying damaged/ expired goods in physical presence at distributor premises with prior approval 4. Managing health of distributor channel on a monthly basis: Speed of claim settlement Monitoring damages as a percentage of sales Maintaining sales and stock register Generating primary orders to maintain adequate stock levels at any given point Generating weekly indent to maintain healthy sales skew for the month Maintaining distributor MIS according to company norms Outlet Responsibilities 1. Ensure gold standard merchandising (display/ visibility) by executing set planogram. 2. Maintain a database of all Modern Trade outlets (administrative, commercial, business details) 3. Plan a regular (monthly) journey plan for regional modern trade personnel with KAM 4. Maintain company assets in modern trade outlets. Competition Tracking Responsibilities 1. What special promotions are being executed by the competitors 2. Ensure proper and immediate feedback to the for appropriate and timely action Reporting Responsibilities 1. Meet all reporting schedules to ensuring accuracy of information. 2. Monitor results on weekly / monthly basis to determine deviations from plans and take necessary corrective actions 3. Administrative reporting to the Key Account Manager of area concerned. Required Qualification: Education: Graduate in any principle. Degree / Diploma in Business Management or related subject preferred 3-5 years experience in Sales Minimum 3 years responsibility for handling Modern Trade in India PC Know-how: Good MS-Office skills Languages: excellent command of spoken and written English Secrecy: The incumbent is strictly obliged to keep company-information as a secret, especially after termination of the labor-relation. Organisation: The Key Accounts Officer reports to the Key Accounts Manager. Main Contacts: Internal: All staff of NIVEA India. External: Distributors and retail clients