Head - Modern Trade - FMCG (8-12 yrs)
Planning & Strategizing:
- Develop account strategy, including forecasting of challenges and enablers for the client relationship
- Develop strategic initiatives in Modern Trade and Institutions to increase volume and market shares including decisions on focus products and key variants
- Identify new business opportunities, conduct central negotiations and take forward to a sale
- Contribute to the annual business planning process through accurate revenue forecasting for every account
- Plan and implement business development initiatives to increase account wise sales and negotiate with the client on pricing, SLAs
- Ensure that initiatives are in line with the company strategy and product/ pricing/ marketing guidelines
- Budget overall spends and allocate to the accounts
Policy and Process Design, Implementation and Review
- Design the sales strategy for modern trade
- Oversee implementation of key marketing initiatives in modern trade/CSD to ensure adherence on costs, volume/ market share, product perceptions
- Oversee introduction of products in key accounts
- Ensure brand visibility across key accounts
- Incorporate process improvements in the account management process
- CreateKey Account MIS and ensure continuous tracking and timely submission
Coordination and Interface :
- Interface with sales head to ensure communication of pricing decisions and product performance
- Maintain healthy client relations, resolve queries/ issues, ensure capture of needs and discuss contracts and new business.
- Interface with Marketing team to communicate key account feedback and response
- Collaborate with supply chain to ensure on time delivery
- Agree on service levels with the customer through contractual agreements and communicate to sales and marketing heads
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