Job Roles and Responsibilities of Alternate Business Channels Manager (Institutions):

- To build MTR's presence and brand in the Food Services (HORECA) space and in CSD.

- Execute annual plans for the MTR Product range including value, volume and margin targets in the ABC space.

- Develop channel and market strategies for area distribution encompassing Hotels, Airlines, Railways, Canteen Stores, IT Parks, Malls and Colleges/Universities etc.

- To be a B2B expert and manage relationships with key stakeholders to enhance revenue generation and partner retention.

- Understand customer specific needs and apply product, culinary and technical knowledge and expertise in health and nutrition to meet customer requirements.

- Engage effectively across all functions to develop products specific to ABCs.

- Negotiate contracts with key stakeholders.

- Liaise effectively with CSD and other key accounts to get MTR and its SKUs listed in order to enhance sales.

- Develop Sales promotion plans for delivering sales volumes.

- Develop effective pricing strategies and promotion plans to cater to clients in Railways, Aviation, and CSD etc.

- Develop and administer credit policies and ensure timely collections.

- Plan/execute/support local marketing activities, such as sampling/promotions, to agreed budgets and time scales, and integrating sales efforts with other organized marketing activities, product launches and promotions.

- Manage customer contact activity and programs for HORECA, CSD and others.

- Responsible for channel hygiene and system implementation.

- Sales forecasting for smooth production support.

- Build positive and impacting relationships with key stakeholders and channel partners within the framework of company policies.

- Expand distribution and new account acquisitions in the assigned geographic area through effective market analysis.

- Responsible for maintaining quality standards as per Orkla standards in HORECA and other channels.

Main Tasks and/or Projects:

- Rate and contract negotiations.

- Interact effectively and manage relationships with varied stakeholders such as Chefs, F&B Managers, Purchase Managers and other senior decision making authorities.

- Manage the P&L effectively and develop appropriate pricing strategies to deliver revenue and profitability.

- Set up infrastructure, systems, processed and norms to cater to ABC requirements.

Criteria for Evaluation :

- Sales Value for the ABCs.

- Sales Volume for the ABCs.

- Cost of Sales.

- New Account Acquisition.

- Key Accounts retention.

- Profitability of all constituents of ABCs for MTR.

- Successful New Product Launches in ABC.

Education & Experience:

- MBA/Food Technologist/Catering Technologist.

- 5+ years of experience in managing Institutional Sales, HORECA, CSD Accounts in a Foods Company.

- Excellent vendor relationship management skills.

- Complete business understanding of HORECA and CSD in the Foods sector.

- B2B Sales expertise.

- Business connect with key stakeholders in key accounts in ABC.

Competence/Skills:

- Negotiation Skills

- Excellent Interpersonal Skills

- Excellent Presentation and Articulation Skills

- Vendor Management

- Sound Product Knowledge

- Sound financial concepts in P&L, Pricing, Costing etc.

- B2B Sales Expertise

- Analytical Skills

- Culinary Expertise

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