Regional Manager - Modern Trade - Food

IndiHire HR Consultants Pvt. Ltd.
  • Delhi, Kolkata
  • Confidential
  • 3-8 years
  • 30 Jul 2015

  • Sales/ Business Development/ Account Management, Sales & Marketing

  • FMCG/ Foods/ Beverages
Job Description


Meeting the top line sales objective with Key Accounts
Overall responsible for sales to Key Accounts in region
Responsible for the ANI market share in the KA
Provide direction for the implementation of the ABP of the national accounts at regional level
Ensuring stock availability at all the outlets with a high degree of forecasting accuracy

Managing the Customer-wise profitability for Key Accounts
Ensure cost to sales for local activities with national accounts in line in with ABP of the account
Ensure that cost to sales targets for regional accounts are maintained as per plan
Ensure collection is done for direct customers and wholesalers collection for indirect customers as per TOTs

Provide strategic inputs and competitive insights for Key Accounts
Be the KA expert in the region & provide direction to the regional management team on handling KA to maximize our gains out of the channel
Develop a regional annual plan for all Key Accounts in the region taking cue from the ABP of all national accounts & local accounts
Prepare a monthly MIS for KA capturing sales trends, competition update, news & issues & share the same with the RMT

Coordinate with internal support functions for ensuring better supplies & timely collections
Ensure smooth functioning of the merchandising operations in the KA

Maximize the consumer touch point in the key accounts
With inputs from Regional Customer Marketing (RCM) develop and execute a strong 360 degree communication to maximize consumer touch point in KA
Ensure all visibility & activation permissions as per national TOTs is properly executed at the region with the help of RCM
Plan & implement promotions & activations for local festivals/shopping occasions

Manage industry interfaces and keep the organization informed about developments in the retail sector
Develop good relations with counterparts in the FMCG industry
Share best practices in the industry with the KA Team, so as to enhance internal system and processes
Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

Manage the KA Team in the region
Manage team of KA Executives
Ensure timely collection and reporting of data
MIS reporting and analysis
Have monthly meetings
Attend every quarter the KA Executives JCM with the merchandisers to review operations

Experience/Knowledge/Technical Skills Required:

Education :

University degree with a preference for a post graduate management degree from a renowned university or atleast 4-5 years experience in field sales / brands

Experience :

Minimum of 3-4 years experience in a reputed FMCG Company in the Sales function
Good knowledge of marketing and brand plans
Good grasp of distribution and logistics management
Understanding of financial and legal regulations

Skills :

Sharp negotiation and influencing skills
Understanding of the retail environment
Analytical skills
Networking and strong orientation towards customer management
Ability to handle pressure in a dynamic environment
Ability to handle complex and diverse business situations
Ability to embrace change in the scale and scope of business model(s)

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