Deputy General Manager - Key Accounts (Modern Trade)

Location: Mumbai, Maharashtra, India

Position Title: DGM Key Accounts (Modern Trade)

Brief description : The role of the DGM Key accounts is described in broady two areas.

1.Key accounts management

2.Sales Management

Key Accounts management – The DGM – KA is responsible for managing the National Accounts for Modern Trade. They are the interface between the accounts team and the Hershey’s sales team for these accounts. Their key responsibilities in this area are:

Sales Management – The DGM – KA is responsible for achieving business goals for the assigned account. The key responsibilities in this area are –

1. Achieve sales revenue plans for the region.

2. Plan the distribution and achieve RTM goals.

3. Train and improve productivity of the sales team.

4. Competition tracking and ensuring dominant share of market

5. Ensuring effective execution of trade marketing plans

Major Duties/Responsibilities:

Summary of major duties & key responsibilities:

Account Management

People management

Minimum Education and Experience Requirements:

Education: Graduate from any college/university. Business degree would be a plus.

Experience: Minimum 8-10 years of work experience in modern trade/sales , handling FMCG products. Should have spent at least 3-4 years in a KAM position

Attributes :

Leadership

The candidate should be a visionary. He/she should help everyone see and be excited by what's possible. His/her customers and their peers should respect him. He/she should be able to respectfully challenge and direct the customer in the customer's best interest. This means he/she must have a degree of comfort with stressful situations. Team members should be willing to go the extra mile for him. Communication

He/she should be able to keep all stakeholders informed on all the important issues. He/she should be able to coordinate with different functions , smoothly. He would often have to lead the presentation of project updates or account reviews. Whether oral or written, it is critical that all communications are concise, clear and convincing. Communication must also be highly nuanced for the particular stakeholder or group being spoken to. Business Acumen

He/she should be able to see the bigger business issues for the customer and help the customer to manage their business. He/she should be able to look at long term perspective when taking business decisions and not focused on closing deals in isolation. He/she should be able to create value for the company and ensure all business deals are a win – win for both the company and the client.

Relationship Savvy

He/she must be able to read people and connect meaningfully with a variety of personalities. He/she must understand that all progress is made through relationships. He/she must know when to take the lead in relationship development and when to enable others to take the lead. His/her objective is to build a highly intricate web of many-to-many relationships between the client’s people and the company’s — the more intricate the web, the greater the partnership and the higher the cost to switch to a competitor

Results Oriented

He/she must have acute focus on getting results for the customer. This means he/she must be proactive and not wait for the customer to notice they are not on track to achieving a particular goal. He/she must have a “no excuses” mindset.He/she should be able to take the next logical step. He/she should be able to coordinate between multiple resources to achieve the desired outcome.He/she should be matured enough to take the blame for failures and give credit to the team for successes .

Appetite for Learning

He/she should be able to recognize the pace of change that we are undergoing. Consequently, he/she should always be open to training and development. He/she should never be complacent on his achievements. He/she should be able to command respective by constantly working on growing in his perspectives and abilities.He/she should constantly look for opportunities to improve in areas that he has identified as important.

The Hershey Company is an Equal Opportunity Employer. The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.
The Hershey Company is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans.

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