Area Sales Manager/Key Account Manager - FMCG (3-5 yrs)
KAM :
Key Responsibilities:
Relationship with the Account and Joint business planning :
- A business review with the accounts and also develop business plans for the year, including revenue planning, calendar planning, focusing on value growth areas for the Britannia business
- Developing & negotiating TOTs which drive profitability and presence for the range of brands to be executed
- National chains across regions to be tapped and TOT's to be signed and executed
- Renew contracts annually with growth in business and market share
- Ensure presence of higher gross margin brands in the mix while finalizing the TOTs
Drive Brand Activations :
- Driving various brand activations, combos, visibility elements, cross promos with other range etc.
- Developing visibility elements for the channel by understanding customer needs and space or Terms of trade
- Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year
- Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution
- In-store execution incl. purchase order mgmt., order fulfilment, collection, a/c reconciliations, promo executions
- Develop a price pack strategy with special packs for chains
- Assess potential for special packs and work on the development of the same with the team
- Managing channel conflicts
(E.g.. national chains selling to retailers and hence disrupting trade terms between modern and general trade)
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