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Key Account Development Manager

2 - 6 years

6 - 10 Lacs

Mumbai

Posted:1 month ago| Platform: Naukri logo

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Skills Required

Distribution management Claims Nutrition Stock management Billing Training and Development Management Merchandising Salesforce RAM

Work Mode

Work from Office

Job Type

Full Time

Job Description

For National Accounts :
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
DIVISION: ANI International Nutrition
LOCATION: India > Mumbai : BKC Building
TRAVEL: Yes, 75 % of the Time
t
SIGNIFICANT WORK ACTIVITIES: Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)

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