Role - NKAM - National Accounts and Regional Accounts Function - Sales| Location - Mumbai | Reporting to - Modern Trade Head

Role Objectives

Deliver topline & bottom-line targets in line with business goals in the accounts, improve market share across categories & responsible for P&L of the customers. Work closely with marketing, finance, supply chain teams and customers to deliver performance outcomes across

outlets.

Key Responsibilities

· Responsible for Customer monthly sales target fulfilment and yearly performance

· Ensure Bottom line deliverables along with Top line

· Conduct annual and monthly performance reviews with customers

· Analyse quarterly Category performance on progress vs targets

· Ensure promo, activation planning, in line with Plans

· Sharing inputs on Demand Plans /forecast with ASMs

· Maintain long-term relationships with MT customers

· Monitor execution through regular engagement with regional teams

· Responsible for delivering the P&L of the customer

· Conduct market visits and prepare corrective strategies basis stock, promotions audit.

· Ensure relevant SKUs are listed, develop planograms& prepare plan to bridge gaps in assortment sales

· Analyse on-field competitor activities and plan responsive strategies

· Conduct monthly market share, offtake analysis of own chains’ performance versus

competition

· Strategize, Propose & Execute Market Share gain strategies basis above points.

· Oversee claims settlement timelines adherence, DN processing

· Monitor receivables of key customers and ensure smooth reconciliation

· Facilitate Quarterly finance meeting review meeting between Finance and Customer team for reconciliation

· Simplification of Commercial processes ~ Initiating Projects like Go Direct, on invoice promos, simplifying TOT margins etc.

· Initiatives on Direct Supply of key SKUs with top 5 customers

· Facilitate quarterly Supply Chain interaction with top 5 customers for building future understand and conduct reviews with CS/Logistics/S&OP Team.

· Innovation Tracking-Building plans

· Shopper Outlook & Studies.

· Building Model stores

· Assessing current capability & making internal processes future ready

· Team Management

o Lead Team of AKAM and Implant based out of different regions

o Ensure their KPI delivery on time in full

Desired Candidate Profile

· Proven and deep knowledge of sales and distribution system.

· Proven experience of working in Modern Trade Channel.

· Knowledge of brand management and brand P&L accounting.

· Strong leadership skills to include people management skills to drive a large sales system.

· Comfortable with handling ambiguity.

Desired Experience

Level & Qualification

· MBA with 8-10 years of relevant work experience in reputed FMCG organization.

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