National Account Manager - MT - Mumbai

JOB DESCRIPTION:

Overall responsible for handling the Modern Trade & CSD business in India which would include:

• Driving sales
• Financial Management (including managing individual account / business P&L& the SG&A)
• Annual Business Planning and review
• Relationship Management
• Ensure stock planning and fill rate levels

CORE JOB RESPONSIBILITIES

Meeting the  top line sales objective with Modern Trade & CSD

• Overall responsible for sales across the country.

• Interacting with the Brand Teams and developing business plans in sync. With the brand strategy.
• Ensuring stock availability (fill rates of 85%) at all the outlets with a high degree of forecasting accuracy.

Managing the Customer-wise profitability with Modern Trade & CSD.

• Setup a model to measure each Account profitability.
• Ensure that resources including manpower are utilized in the most cost efficient manner.
• Ensure activities with key accounts are done to maximize returns for ANI.
• Ensure collection is done for direct customers as per the company norms and facilitate wholesaler’s collection for indirect customers.

Drive Category Management with Modern Trade

• Work with activation and Accounts to do a shopper study on the category.
• Use inputs from the shopper study to take the role of “Category Leader” with top Accounts.
• “Category Leader” would involve advising the account on category layout, plannogramming, and special SKU’s, jointly working on exclusive promotions, etc. and overall enhancing category profitability and growth.

Deliver the Perfect Punch in terms of Modern Trade & CSD

• New products introduction.
• Pack changes.
• Price increases.
• Enrolment of new outlets.
• Consumer promotions and other activities.

Develop a strategic business plan for Modern Trade that would cover the following aspects

• Margins.
• Visibility.
• Exclusive SKU strategy.
• Agreement for activation activities.

Explore the possibility of enhancing the product portfolio by developing exclusive SKU’s & importing

 international brands

• Use insights of shopper studies to develop different SKU’s for modern trade.
• Scan the products available in the international market and look at the possibility of importing the

same to sell exclusively through the modern chain outlets in India.

Setup a high performing team to manage Modern Trade & CSD

• Attract and retain the best talent.
• Develop competencies of the Sales Team with a strong training program.
• Have a strong succession plan in place.
• Enrich the team with technology to have a cutting edge.

Setup world class processes to handle Modern Trade & CSD

• Liaise with international coordinators to ensure accounts strategy is in sync. with the global accounts.
• Setup world class processes.
• Scan the environment and ensure that ANI is the first to exploit advent of a new international modern trade chains.

Provide strategic inputs to the organization on the Modern Trade

• Modern trade potential in future.
• Changing scenario in trade.
• Changing structure for Modern Trade within the organization.

Liaise with ANI global business coordinators for Wal*Mart and Carrefour respectively

• Ensure the policies followed in India with the above accounts are in line with the global policies.
• Bring on board the global best practices followed with these accounts into India.
• Manage the sensitivities of global Vs Indian operations.

Organize Top to Top meetings with the major retailers

• Meeting between Retailer’s top management and ANI GM and BU Head – Trade.
• Share growth and expansion plans of ANI in India and make the retailers partners in progress.

Manage industry interfaces and keep the organization informed about developments in the retail

sector

• Develop good relations with counterparts in the FMCG industry.
• Develop good relations within various Industry bodies like the ECR, RAI, etc.
• 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.

Managing the SG&A and ensuring the same is within agreed numbers

• Allocating funds within accounts and having a control on the spends
• Control on the teams and self TA&DA SG&A budgets

MINIMUM QUALIFICATIONS

Minimum Education

Post Graduate

Education Level

Major/Field of Study

MBA/ PGDM

Sales & Marketing

Minimum Work Experience

Experience

Experience Details

12+ years

• Experience in Managing a team in a reputed FMCG Company in the Sales / Marketing function
•  Extensive knowledge of marketing and brand plans.
• Good grasp of distribution and logistics management.
• Understanding of financial and legal regulations.
• Networking and strong orientation towards customer management.
• Ability to handle pressure in a dynamic environment.
• Sharp negotiation and influencing skills. 9.  Strong Account and Industry relationship at relevant Contact matrix within MT and CSD

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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