Key Account Manager - Ecom, Mars Petcare; Hyderabad

Role : Key Account Manager - Ecommerce

Location : Hyderabad

Job Purpose

The Ecommerce KAM is responsible for managing the accounts (annual NSV and strategic targets within an assigned budget) and driving the growth of the assigned account, in line with the agreed company strategy. The incumbent in this case will also be responsible for managing the related Marketplace Seller.

Working cross functionally, running the account team day to day across category management, customer service, marketing, finance & supply chain. The role is responsible for driving sales by building successful relationships internally with the appropriate teams and driving best in class execution of Perfect Digital Store and Retail Media Activations.

Job Responsibilities

• Full responsibility for the ecommerce account and implementation of the activity plan, to managing online sales plans and execution, brand and corporately developed sales & marketing programs presentation on retailer sites, coordination of digital marketing campaigns and best in class product presentation with ecommerce Trade Content & e merchandising managers.
• Implement, measure and monitor the performance of each account plan (NSV, ledger targets, invoice issues and payments, budget, case fill) taking decisive action to deliver sales revenue in line with plan.
• Implement the sales vision for retailers including utilizing the principles from global playbook.
• Ensure national agreements are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives for the online partner.
• Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.
• Develop retailer wise portfolio & execution strategies to build category relevance.
• Drive activities & strategies that help market share gain for Mars Pet Nutrition
• Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, road shows, etc.
• Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.
• Conduct regular reviews on the progress of JBP KPIs.
• Prioritization and deployment of available spends towards strategic focus areas and activities for chains and brands.
• Track utilization and effectiveness of trade spends in activities.
• Work closely with Customer Marketing Team to develop solutions around High class visibility elements on the ecommerce portals.
• Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes.
• Closely work with finance and Customer’s finance function to drive reconciliations as per the agreed Terms of Trade.
• Work on Mars signature processes in the area of Account Management and Demand Planning
• Be the key customer contact representing Mars Petcare in day-to-day inquiries as well as in key account negotiations.

Job Specifications/Qualifications

• MBA from a Tier-I B-School with 3-4 years’ experience
• Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)
• Prior e-commerce experience preferred, either on the platform side or the brand side
• Preferably some experience in successfully managing key account in FMCG, Consumer Durables/Lifestyle.
• Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.
• Well organized, excellent time management, presentation and negotiation skills.
• Business acumen and commercial awareness, analytical thinking.
• Mobility required with 20% travel.