1, Functional

• Lead and Manage the Team of Key Account Sales Executives, Merchandisers, etc. to achieve business objectives.
• Drive all Trade Negotiations, Secure Share of Shelf in line with Brand Expectations and Ensure full implementation of all Trading agreements.
•  Monitor and Review effectiveness of all Trade Activations, Coverage and Trade Service Levels.
• Sales Forecast to be prepared based on Market Activity Plans and Review on a monthly basis.
• Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as per guidelines.
• Identify Key Opportunities in assigned Channel and create customer specific action plans. Example Shelving Improvements, Location, etc.
• Ensure Implementation of Sales Fundamentals as per Brand Objectives.
• Conduct quarterly Business Reviews with the top customers and develop Business Plan.
• Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.
• Monitor Competitor activities and implement Tactical activities to counter the same.

2, Organizational:

• Provide Coaching for Key Account Executives by regular field contacts and provide written feedback for development.
• Encourage superior sales performance through monthly and quarterly incentive plans
• Train Key Account Executives on product knowledge, customer management, route planning, and collections.
• Conduct biannual appraisals for all FSM's and KAM's reporting to you.
• Review effectiveness of Coverage and journey plans and update the same periodically.

3, Financial:

• Ensure that the volume and value targets allocated for the assigned channel are achieved.
• Manage Collections from all Credit Customers, Evaluate Credit limits and recommend changes of any based-on customer performance and payment history.
• Authorize Sales Representative's orders, agreed FOC's, damaged goods uplifts and customer discounts.

4, People:

• Ensure the team is fully aware of their roles, responsibilities and monthly priorities
• Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.
• Manage the Annual Leave Plans for the team and ensure continuity of coverage and service to the customers.

5, Operational KPIs:

• Sales Volume and Revenue vs Budgets
• Trade Spend Management, Finalizing of Annual Trading Agreements
• Coverage
• Share of Shelf, Range Availability, Pricing and Displays

• Graduate / Postgraduate in any stream
•  Minimum 5 years' experience in FMCG distribution and at least 2 years leading teams & key accounts.
• Proven leadership qualities, communication, planning & analytical skills
• Communication Skill (Written & Spoken/English)
• Planning & Analytical Skills
• Negotiation Skills
• Presentation Skills
• Excel & PowerPoint Skills
• Relational Skills
• Developing Other Skills
• Management & tracking of KPI's on customer/sales data