Pidilite Industries Limited Looking for Key Accounts Manager- Modern Trade at Mumbai, Maharashtra, India Full Time

Job Description:

• Managing Regional and Local & Regional Key Accounts and National Key Accounts assigned as KAM for those Accounts.
• Mapping of all the potential and current relationships in his region (Listing and Mapping of Chains and Accounts with names and contact details of key personnel)
• Building Relationships with Key Personnel in-charge of management of our categories through Personal & Professional engagement.
• Establishing the Terms of Trade with Regional and Local Chains in consultation with the Chief- MT
• Enroll all the Targeted chains in the command region into MT servicing
• Ensuring listing of the relevant portfolio & right linking across target stores of KAM Accounts.
• Faster listing of all new launches and product assortment gaps in managed Accounts. – 30 DAYS launch completion from day of Stocks connectivity.
• Design Category development initiatives and Promotions/Visibility Calendar for all MT Accounts (Direct & In-direct) in their region, in consultation with HO.
• Devise these programs in consultation with Customer and Customer’s marketing/ category management team
• Help HO team with the offtake sales data and analyze it for better Key account management.
• Commercial hygiene- Receivables mgt, Reconciliation, timely claims mgt
• Customer servicing- Fill Rates & lead time management- ensuring Masters, FR recon with Customer etc.
• Assist in driving growth of Pidilite brands in MT Channel incl all National Accounts & Standalones
• Deliver best in class Availability, Distribution, Visibility of Pidilite brands in all MT Accounts/Stores in the region.
• Addition of new markets & all relevant Standalones under MT servicing, Identification of the right MT WSS for servicing Standalones and Local Chains based on sales potential, driving right range listing & availability.
• Implement and manage the TSR field structure and use it to effectively enhance distribution in Standalone outlets channel.
• Understanding of our category and aggressive positioning of our brands to maximize share within the outlet/ chain.
• Driving sales through Cash and carry stores in region by taking BM and ZSM into confidence so as to achieve the sales targets.
• For all National Account stores, responsible for improving in-stock availability, through engaging with regional team of Nat Accounts in close coordination with NKAM, impacting Fill rates & highlighting Store linking gaps.
• Help develop and execute MT HO strategies of Brand inputs, meet Merchandising objectives, and Promote niche category products.
• Building a strong & capable team for implementation of all category and sales operations plans in MT.
• Manning, Induction and Training of our field team on MT Skill sets, Sales processes, Product training- Identify gaps in skill sets & impart necessary coaching.
• Coaching & OTJ training of Sales team on all new MT Account management techniques & driving adoption of all sales practices.
• Ensuring Implementation and management of DRCP to achieve the right level of Collage, Coverage and Sales Productivity
• Adequate Review Process for Key Account Team below him/herself.
• Joint Working (minimum 2 days per person) to ensure setting up of right examples of standards of implementation required
• Deploy, train & manage all 3rd party manpower to manage MT business- TSR, Merchandiser, Promoters etc.
• Implementation of the right merchandising and visibility techniques.
• Systems, Processes & Planning Module for channel & market servicing, backed by the Right Commercial Practices for achieving the Sales targets.
• Endeavour to reach best in class servicing levels of Lead time and Fill rates for all Direct & WSS serviced Accounts/chains.
• Set sales Targets by chains/outlets.
• Adoption & usage of Sales force automation techniques like Distributor sales management application & Team sales force management application in full spirit & drive regular usage.
• Share & implement process of sales forecasting & stock prioritization with the Head Office to ensure better fill rate to the MT chain/outlet
• Stock management in respective depots in line with norms.
• Tracking of Sales and OTIF% for National Chains & Top Regional chains– Timely highlighting issues to NKAM/Chief MT for obstacle busting.
• Driving the Commercial management process & ensure adherence by WSS and Chains, and timely escalation to HO for resolution, as and when required.
• Be the frontline manager for driving Monthly Action Plan and lead Field Marketing Management in MT
• Timely & in-full implementation of the MAP- Monthly Action plan for all Accounts. Timely escalation to KAM for corrections
• Implement the Promotion and Field Marketing modules through the team.
• Ensure timely settlement of all types of MT expenses at the Customer’s end.
• Effective Utilization of Display and Merchandising Aids.
• Design Field marketing calendar & drive activations for focus categories in the region- maximize Shop Score
• Analyze and provide learnings from our implementation for future marketing programs/ creating new modules.
• Maintain comprehensive and current understanding of competition & market intelligence identifying opportunities.
• Track competition activities in terms of product, demand generation activities and trade activations
• Identify and Plan for opportunities to maximize our business based on gaps in competitive presence
• Identify competition actions which might impact our business and propose mitigation plan.