Senior Manager- Zonal Key Accounts

JOB SUMMARY

• Lead the Zonal Key accounts & OT channel to support volume, Market share and Brand/Channel activation initiatives with enhanced brands presence and visibility in the channel
• Lead association with leading F&B chains/accounts in the zone to build PR brands portfolio and preferred partnerships for profitable and sustainable growth
• Effectively Institutionalize defined processes to build strong competitive edge

Volume and Market Share

• Plan account/category level volume & market share to achieve budgeted volume and share
• Work closely with Region teams to identify and capitalize specific channel/category opportunities
• Seed and Build NPD's to further grow future categories

Brand and Channel Activation and visibility

• Drive Integration of Brand and channel program/plans in to 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

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 On Trade Heads and KAM's –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
• Establish and maintain relationships with industry influencers and key strategic partners
• Coach and mentor Regional On Trade Heads and KAM's

INTERACTIONS

INTERNALLY

• Region Sales & Marketing Team
• Central Field Marketing
• Brand Team
• Finance Team
• Legal Team

EXTERNALLY

• Hotel/F&B Industry
• Event Agencies

PROFILE DETAILS

QUALIFICATION:

• An MBA (preferable from a premier institute) with 8-14 years of experience in the FMCG industry

EXPEREINCE

• Must have experience and successful track record with FMCG/Alcobev industry with /Key accounts or Modern Trade min. 4 years.
• Ability to manage cross functional tasks is a must