Key account Manager

 

About the job

Job Description

AREAS OF RESPONSIBILITY

• Commercial delivery
• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory
• Conduct Outlet wise annual volume planning & phasing
• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
• Ensure Increase in Share of Business ( Market Share ) across segments as per plan
• Relationship management
• Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
• Engage channels to close sales and deliver services thereby ensuring higher market share.
• Work as SPOC for the organization and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions
• Strategic alliances
• Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
• Manage the new product launches in the regions and ensure all new products are available & listed at the outlets
• Negotiate & finalize annual contract and terms of trade with key accounts in the territory.
• Short list the outlets for Contracts & negotiate a win: win proposition in consultation with the line manager
• Execution & tracking
• Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory
• Collaborate with the outlets for menu card listing/availability in line with MSL/Price laddering
• Prepare reporting on the brand’s performance, needs and forecasts.
• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E) in coordination with SCME
• Coordinate with 3rd party agency for execution of the activations / launch at the outlet.
• Customer management & MIS
• Make regular sales calls to designated on premise accounts as per PJP & beat plan to cultivate customer relations and satisfaction with service provided.
• Keep the trade informed about pricing, promotion schemes etc.
• Responsible for the correct and timely submission of the claims and daily and monthly sales report
• Keep a track on the competitor’s activity and bulk competition deals; and report the same to line manager immediately
• Customer Marketing initatives
• Maintain the organization's standards and guidelines wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet
• Effectively train customer staff on products and execute product tastings and product presentations through DBA - Art of blending for consumers
• Execute the marketing plans at the outlets as per the guidelines of the state / regional marketing team while working within company policies, resources and budgets.
• Process & systems
• Review customers' credit status, and collect outstanding as per the USL credit policy wherever applicable
• Ensure all claims of customers are submitted in a timely manner with required documentation
• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing
• Ensure settlements & payments to outlets as per agreed terms

Diversity statement

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills, and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Worker Type

Regular

Primary Location:

RPC Kolkata

Additional Locations :

Job Posting Start Date

2023-10-03