Senior Manager - Zonal Key Accounts

Responsibilities

• Plan account / category level volume and market share to achieve budgeted volume and share
• Work closely with Region teams to identify and capitalize specific channel/category opportunities
• Seed and Build NPDs to further grow future categories
• Brand and Channel Activation and Visibility
• Drive integration of Brand and Channel program/plans into region with a certain scale resulting in desired volume/category growth with enhanced impact in the trade
• Support development of channel/category activation programs with tie-up accounts to leverage/maximize A&P effectiveness - Activation calendar for tie-up accounts
• Liaise with brand team and external agencies for timely implementation of activities
• Achieve fair share of visibility in the trade for focus brands

Commercial Propositions and Budgets

• Develop/Maintain commercial propositions and A&P budgets
• Ensure volume, share and activation delivery as per agreed contract
• Optimize trade terms
• A&P budget management per plan & phasing by brand/region

Process Capability

• Institutionalize strong process mindset and capability to establish competitive edge

People Management

• Coach and mentor Regional Trade Heads and KAMs - Industry Best practice, Channel/Consumer Insights
• Institutionalize robust internal and external business review
• Foster an environment that develops customer/consumer centric culture demonstrating strong PR values
• Talent Management: clear understanding of talent, their strengths and areas of opportunity, and have development and succession plans in place for the sales organization

Key Performance Indicators

• Volume and Market share
• Drive Brand/Channel activation calendar
• Develop and maintain commercial propositions and trade terms
• Institutionalize processes in the channel
• Drive internal and external capability building programs/initiatives

Leadership and Relationships

• Establish and maintain relationships with industry influencers and key strategic partners
• Coach and mentor Regional Trade Heads On Trade and KAMs - Industry Best practice, Channel/Consumer Insights

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