National Key Accounts Manager

The National Key Accounts Manager is responsible for managing the business of 3-4 National MT Key accounts and regional accounts. The key responsibilities involve the following -

• Developing annual business plan for assigned customers to ensure that the plan is achievable, and regularly conduct monthly, quarterly business review, yearly business review with customer.
• Developing and maintaining strong business relationship with customer in order to gain strong collaboration in mutually driving business objectives and to get a better position in negotiating for the agreement and business development plans.
• Monitoring category and brands performance against market, evaluating the effectiveness of promotions, activities, and takes corrective action, as needed to ensure achievement of business goals.
• Ensuring promotional spends in line with plans, delivering on gross margin targets. Maintaining commercial hygiene by tracking overdues and reconciliation of accounts every quarter.
• Planning sales forecast in details for all store formats to ensure supply accuracy
• Be active and flexible to manage, adapt and revise the customers plans under unexpected business circumstanc

Major Duties/Responsibilities:

Time %

Summary of major duties & key responsibilities:

1.

30%

Account Management

• Responsible for portfolio planning and listing. Negotiating and closing trade terms with the accounts. Ensuring availability through getting the product link across geographies and stores. Negotiating for space and planogram suitable for the product.
• Planning trade marketing activites for the account to impact offtakes from the stores. Coordinating with the customer marketing team to line up instore acitivity along with the marketing plans and hence draw a trade marketing calendar for the year.
• Tracking of brand offtakes v/s relevant category to gain shares
• Following up on account receivables and coordinating with the commercial team to get account reconciliation sign offs , every year.
• Ensure fulfillment and track fill rates. Cordinate with the supply chain team to delver on CFR targets..

2.

30%

Sales management

• Ensures the delivery of the sales goals through the sales team. Defines the Key Performance Indicators (KPIs) for the sales team in alignment with the organization goals.Owns the sales KPIs.

3.

25%

Financial management

• The role is responsible for the P&L at the account level. Should coordinate with the finance team to put processes for monitoring of account level P&L. Periodic review and next steps to achieve the financial goals for the account.
• Should be able to measure the efficacy of promotions with support from the financial team. Plan and ensure best ROIs from the promotional spends.
• Is accountable for the accounts receivables and claims.With coordination with the commercial team, should ensure timely recovery of outstandings and clearing of claims. Ensure periodic reconciliation of accounts with the customers.

4.

15%

People management

• Delivers the agreed organizational and talent development strategies in his market.
• The role consistently articulates to HR partners the development needs of his team. Work closely with HR to retain talent and work towards growth of potential candidates.
• The role is an active participant in determining in-market recruitment, retention and rewarding processes and programs for his team.
• The role is responsible for the training and development of the sales team. Should be able to provide relevant and adequate training directly or thorugh HR support for the sales team

Dimensions:

Dimension

($, Units, Employees)

Geography – All India for all national accounts

Business – 30% or more of the MT channel

Team size – IC Role

Minimum Education and Experience Requirements:

Education:

Graduate from any college/university with a business degree.

Experience:

• Minimum 8-10 years of work experience in sales, handling FMCG products. At least 5 years' experience in key account management preferable in FMCG industry working as a KAM.

Attributes :

1. 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/her. 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/her.

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/She 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/her achievements. He/She should be able to command respect by constantly working on growing in his/her perspectives and abilities.He/She should constantly look for opportunities to improve in areas that he/she has identified as important.