Job Description
Job Summary
- To support the business in achievement of overall sales for key accounts within target markets.
- To support other markets in crafting their sales strategy, executing sales specific projects and sharing sales best-practices for key accounts.
- To foster and manage customer relationships by following up with key accounts on all aspects across the sales lifecycle, i.e., from order placement to on-time delivery
Roles & Responsibilities
- Contribute to creating yearly business strategy to grow existing and new business with customers
- Identify and set long term sales targets for each key account and achieve the same through new sales strategies, sales promotions or new product launches
- Align internal business units to provide best-in-class service to all customers
- Evaluate commercial relevance of new pipeline opportunities in line with strategy
- Monitor & analyse relevant market developments and competitors, including traveling with sales to gain direct market insights and feedback on potential solutions
- Train sales team on various products and technologies
- Represent the business at various industry conferences and promotional opportunities including customer visits with sales whenever required
- Support the team in preparation of the annual sales plan for the assigned market in line with the overall Sales Plan through inputs on projected sales in key accounts
- Build relationships with a strong existing client base including other stores, online retailers and direct consumers
- Support the leadership in identifying market potential in order to establish new account, achieve sales volume, revenue and profitability goals
- Lead the sales budgeting and sales forecasting discussion as a representative from BU and other channels
- Actively participate in the sales and operations planning meetings to share inputs from key account management perspective.
- Plan, monitor and achieve individual and team sales targets and be accountable for the overall key accounts sales performance. (E.g. sales volume, margin, growth)
- Lead discussions with key accounts to conduct long term and short term sales planning to estimated sales forecasts for IFFCO
- Initiate new product development and product management review processes with R&D upon requests from customers
- Proactively scan the market and lead customer pitches(for potential customers) for new business development
- Scan the market for various opportunities and respond effectively by liaising with new product development team for launching new products
- Proactively scan the market to identify potential new customers who can be serviced by IFFCO. Identify products required for the channels and select them based on feasibility study. Prepare sales forecasts along with the sales team
- Proactively conduct meetings and introduce various products to key accounts
- Explain and demonstrate the product capability, USP and the commercial terms and conditions to all customers to ensure that there is a mutual business relationship which can be built with new customers/ strengthen relationships with existing customers
- Understand the technical specifications of various products as well as those manufactured by the competitors to highlight pros and cons during sales pitches
- Conduct competitor benchmarking from a pricing stand-point and accordingly support business in pricing
- Execute various sales promotion schemes to increase sales with key accounts
- Maximize market share through superior customer service and ensure healthy OTIFs
- Collection & Reconciliation - Ensure collections from key accounts within credit period thereby managing overdue outstanding
KPIs
1. % adherence to budgets allocated
2. Number of new customers acquired
3. Collection rates (Accounts Receivable)
4. Accuracy of Key Account planning
5. Quarterly customer reviews and satisfaction scores
Work experience requirement
Total work experinece of 8+ years, with 3-4 years of experience in key account management roles in foods business in assigned market
Qualification
Master in Business Administration (Preferably in sales and marketing)
Competencies
Category Management
Negotiation Skills
Selling Effectively
Ownership & Result Orientation
Business Acumen
Knowledge of Value Chain Management
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
