Manager- Key Accounts

The Channel Sales (Commission) team is responsible for selling products and services to a wide range of highly complex or major accounts and customers and execution of sales plans, targets and budgets within the overall regional and business unit sales strategy. Accountable for increasing sales/client ratio and expanding customer base.

Responsible for managing online sales and presence of Whirlpool, conveying a consistent brand image that attracts customers by encouraging sales on the Web

Key Stakeholders:
External: Collaborate with e-commerce partners to understand/share expectations
Internal: Coordinate with Marketing team to align e-commerce sales strategy and objectives

E-Commerce strategy:

• Engagement & business partnerships with the key e-commerce players on various business initiatives including Exclusive Product Launches
• Develop Strategic thinking for developing Online space Channel margins, Supply Structure and monthly demand plan
• Leverage cross-selling opportunities between Modern Trade and e-commerce

GTM (Go To Market) Innovation:

• Establish GTM models with customer segmentation on the basis of SOP, MOQ, etc.
• Leverage innovation to come up with new ideas/plans to innovate for different GTM models

Customer Engagement:

• Align with the e-commerce partners and prepare a Joint Business Plan approach with Tier 1 customers

Innovation Testing:

• Develop Joint Account Plans with Online Accounts to ensure Sales growth
• Drive and enable exclusive launches & marketing campaign integration
• Establish working relationships with e-Commerce partners, improving content on partner platforms, designing
• Terms of Trade & initiation of a joint activity calendar for businesses

Business Plan Sufficiency:

• Understand the Key Business Drivers for this channel and manage channel forecasts
• Make it future proof by incorporating channel spends, ensure business delivery and share sufficiency

EDUCATION: Full Time MBA
EXPERIENCE/PREFERRED: 5-7 yrs

FUNCTIONAL COMPETENCIES:

• Result- driven approach
• Strategic Thinking
• Experience in handling key accounts
• Channel management
• Relationship management

BEHAVIOURAL COMPETENCIES:
Lead with speed – agility, focus and confidence
Own it - be personally & collectively accountable for results
Straight talk – Share honestly, transparently and timely

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