Corporate KAM
V-Guard Industries · Mumbai · onsite · Posted 36d ago
Undisclosed8–18 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
1. Strategic Account Planning & Growth Architecture
•
Develop long-term account strategies for top priority accounts for this role, aligned to channel priorities and category growth objectives.
•
Lead the creation of Joint Business Plans (JBPs) that define growth levers across sales, category expansion, kitchen penetration, visibility, pricing, and profitability.
•
Identify account-level growth opportunities including new store openings, category introductions, assortment upgrades, and whitespace capture.
•
Drive strategic alignment with Category, Pricing, Supply Chain, Retail Marketing PMO, and MT-RSS teams to shape account-specific growth programs.
•
Build annual revenue, share, and gross margin plans for the account, ensuring alignment with BU and channel strategy.
2. Strategic Execution & Internal Orchestration
•
Translate approved JBPs into clear execution charters for regional KAMs, tertiary retail teams, and cross-functional enablers.
•
Ensure strategic initiatives such as kitchen category expansion, shelf interventions, new category introductions, and assortment optimization are planned and supported.
•
Provide guidance to regional teams on execution priorities, program design interpretation, and escalations that impact strategic outcomes.
•
Govern the quality and timeliness of JBP milestones, category rollouts, and account expansion initiatives.
•
Ensure accurate demand planning inputs for S&OP through strategic forecasting and mix direction.
•
Develop long-term account strategies for top priority accounts for this role, aligned to channel priorities and category growth objectives.
•
Lead the creation of Joint Business Plans (JBPs) that define growth levers across sales, category expansion, kitchen penetration, visibility, pricing, and profitability.
•
Identify account-level growth opportunities including new store openings, category introductions, assortment upgrades, and whitespace capture.
•
Drive strategic alignment with Category, Pricing, Supply Chain, Retail Marketing PMO, and MT-RSS teams to shape account-specific growth programs.
•
Build annual revenue, share, and gross margin plans for the account, ensuring alignment with BU and channel strategy.
2. Strategic Execution & Internal Orchestration
•
Translate approved JBPs into clear execution charters for regional KAMs, tertiary retail teams, and cross-functional enablers.
•
Ensure strategic initiatives such as kitchen category expansion, shelf interventions, new category introductions, and assortment optimization are planned and supported.
•
Provide guidance to regional teams on execution priorities, program design interpretation, and escalations that impact strategic outcomes.
•
Govern the quality and timeliness of JBP milestones, category rollouts, and account expansion initiatives.
•
Ensure accurate demand planning inputs for S&OP through strategic forecasting and mix direction.
3. Customer & Relationship Management
•
Serve as the strategic point of contact for top priority accounts for this role, building long-term relationships that support mutual growth.
•
Partner with customer category heads, merchandising teams, and business directors to co-create growth interventions and structured reviews.
•
Lead strategic negotiations on annual terms, category foundations, multi-category penetration, and long-term commercial constructs.
•
Strengthen account engagement through structured governance — monthly reviews, quarterly business reviews, and annual planning conversations.
•
Ensure customer priorities and insights feed into internal channel, category, and product planning.
4. Sell-Out Strategy & Category Expansion
•
Oversee national sell-out performance for the account, ensuring alignment with regional tertiary execution teams.
•
Steer category and SKU-level assortment strategy based on account performance trends, consumer insights, and competitive benchmarking.
•
Identify and plan ISP deployment needs for store clusters where sell-out uplift potential is high.
•
Review account-wise sell-out diagnostics, lift from programs/promotions, and kitchen funnel expansion opportunities.
•
Ensure kitchen appliances presence grows across stores and categories through structured expansion plans and JBP levers.
5. Profitability, Pricing & Commercial Governance
•
Deliver account-level P&L outcomes — gross margin, price realization, mix improvement, and profitability milestones.
•
Maintain pricing discipline through adherence to channel ASPs, discount architecture, and guardrails.
•
Track and govern program investments, promo efficiency, and ROI to drive profitable growth.
•
Ensure overall commercial hygiene — data integrity, credit governance alignment, and compliance with internal policies.
•
Lead structured post-program evaluations to refine ROI and improve future investments.
•
Serve as the strategic point of contact for top priority accounts for this role, building long-term relationships that support mutual growth.
•
Partner with customer category heads, merchandising teams, and business directors to co-create growth interventions and structured reviews.
•
Lead strategic negotiations on annual terms, category foundations, multi-category penetration, and long-term commercial constructs.
•
Strengthen account engagement through structured governance — monthly reviews, quarterly business reviews, and annual planning conversations.
•
Ensure customer priorities and insights feed into internal channel, category, and product planning.
4. Sell-Out Strategy & Category Expansion
•
Oversee national sell-out performance for the account, ensuring alignment with regional tertiary execution teams.
•
Steer category and SKU-level assortment strategy based on account performance trends, consumer insights, and competitive benchmarking.
•
Identify and plan ISP deployment needs for store clusters where sell-out uplift potential is high.
•
Review account-wise sell-out diagnostics, lift from programs/promotions, and kitchen funnel expansion opportunities.
•
Ensure kitchen appliances presence grows across stores and categories through structured expansion plans and JBP levers.
5. Profitability, Pricing & Commercial Governance
•
Deliver account-level P&L outcomes — gross margin, price realization, mix improvement, and profitability milestones.
•
Maintain pricing discipline through adherence to channel ASPs, discount architecture, and guardrails.
•
Track and govern program investments, promo efficiency, and ROI to drive profitable growth.
•
Ensure overall commercial hygiene — data integrity, credit governance alignment, and compliance with internal policies.
•
Lead structured post-program evaluations to refine ROI and improve future investments.
4. QUALIFICATIONS & EXPERIENCE
Minimum experience and qualification
•
7–12 years of experience in Modern Trade / Key Account Management within FMCG / FMEG / Consumer Durables.
•
Proven track record in driving national / multi-regional account growth.
•
Strong commercial acumen, negotiation, and analytical skills.
3
•
MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.
Minimum experience and qualification
•
7–12 years of experience in Modern Trade / Key Account Management within FMCG / FMEG / Consumer Durables.
•
Proven track record in driving national / multi-regional account growth.
•
Strong commercial acumen, negotiation, and analytical skills.
3
•
MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.
Sourced from naukri
Skills
JBpAssortment PlanningStrategic Account ManagementgeneralROIkey account managementPricingCategory expansionModern Trade
About V-Guard Industries
V-Guard Industries
Consumer Electronics & Appliances
3.0k+
employees
1977
49 years old
Kochi/Cochin, Kerala
India
₹8.8L PA avg
Avg at V-Guard Industries
About
V-Guard India manufactures and sells a wide range of consumer appliances such as voltage stabilizers, DUPS, Inverters, Inverter Batteries, Electric and Solar Water Heaters, Geysers, etc.
Industries
Consumer Electronics & AppliancesFinancial ServicesElectronics Manufacturing
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