Key Accounts Manager- B2B-CPC Position
Organizational Unit: Market India
Department: Sales
Subsidiary/country: India
Direct Reporting Line to: Key Accounts – Manager CPC-B2B
Indirect/secondary reporting line: NA
Key interfaces in Global: NA
Key interfaces in Market: Sales, Retail, SCM
Location: Gurgaon, India
GSMS Grade: M4
Personnel Responsibility: YES
Budget Responsibility: Sell -In & Sell out from CPC-B2B Channel partner accounts to
enable Net Sales growth
Purpose/Mission
This role will be responsible for driving Sell In and sell outs from assigned B2B channel (CPC), increase Market share for the brand, Relationship with front-end teams, Government organizations, Partner store teams & their stakeholders. Strong relationship management with government officials. Further the incumbent will lead the Planning + execution of business right which will include product listing, price restructuring, forecasting of product and business, ensure efficient planning + executing In-season priorities at the Point of Sale including VM and optimal representation of the brand as per guidelines. The role will also be accountable for maintaining & periodic reporting of sell In & Sell out data in prescribed formats, building growth oriented monthly/annual sell out plans, providing vital market & consumer intelligence and improve overall quality of business and brand representation at various Points of Sale under the OTG strategy construct.
Key Responsibilities
Functional:
- Responsible for achieving assigned sales quota (Sell -in) on a periodic basis (Daily, Weekly, Monthly, Quarterly & Annually) and driving the performance of the overall Ops team of the partner.
- Track, drive & report to relevant internal stakeholders on brand market share, competitive initiatives, partner initiatives at stores & qualitative consumer insights
- Develop and execute strategies with internal stakeholders – Channel Head to deliver seasonal priorities and drive best representation at various PoS.
- Drive new business opportunity via large government Tenders from time to time.
- Drive strong relationships with the Front-end ops team of the partner and also the government organization to enable high sell-in and sellout.
- Periodically report, as per prescribed formats and requirements, sell-in & sell out performance to internal stakeholders. Create and execute a review mechanism.
- Plan & execute along with internal stakeholders and Ops team members on periodic front-end staff training as required each season basis the training calendar
- Ensure strong forecasting of sell out performance and periodically review the performance with external partners and internal stake holders.
- Provide inputs and insights to Channel Head on consumer, competition, and product performance.
- Ensure weekly & monthly priority alignments with stake holders to optimize sales performance of the account.
- Ensure adherence of all front-end team members to the policies and norms of the brand as laid out.
Controlling.
- To measure progress on set KPIs.
- To measure progress of team members against set KPIs
- To report to all superiors
- To monitor all reports
- To monitor and report on customers and competitors initiatives, and propose/execute actions
- To provide realistic plans and forecasts on sell In and sellout performances
Professional background:
- Functional: > 8 to 15 years’ experience in sales, exposure to manage big partners in Government CSD/CPC/Corporate or schools.
- Industry: ideally in apparel/fashion/shoes, FMCG or FMCD
- Leadership: 1-2 years
- Exposure: Sports, Sales, retail and exposure to government business.
IT and Language skills
- Outlook: basic
- Word: advanced
- Excel: advanced
- PowerPoint: advanced
- English: advanced
- Local language: Fluent
Educational Background:
- MBA in business / Marketing and sales focus
