Key Account Development Manager - Chennai

For National Accounts : 

Rollout of ABPs: 

• To accomplish Secondary Sales Target in Key Accounts. 

• Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level 

• To support and implement planned promotions/activations at the store level 

• Implement the plannograms agreed upon with help of merchandisers 

Ensure maintenance of Sales processes : 

• To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales  

reporting / Claims / Infrastructure/ training and development of staff) 

• Ensure optimum STR for ANI products and ensure high fill rates with the accounts 

• Maintain credit index as per TOT with the account 

• Update & provide feedback on the account operations to the regional account manager as well as  

the account manager handling the account 

Be the Best Sales force : 

• To develop excellent relations with the Key Accounts at all levels 

• To keep a check and provide feedback on current and new practices followed by competition 

• To analyze the market situation in order to aid in accurate Sales Forecasting 

• Ensure effective working of the merchandisers to help them deliver the maximum output 

Manage the merchandising operations: 

• Regularly analyze the data collected by the merchandisers and implement the action points 

• Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team 

• Keep a control on the quality of merchandisers in the region 

• Work with all the merchandisers in the region at least once per quarter  

• Be the touch point for the merchandising agency in the region 

For local accounts and geography: 

Be the most important link of ANI 

• Assist the Account Manager in formulating the annual business plan for local accounts 

• Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM 

• Be an integral part of TOT negotiations & help in roll out of the same 

• Plan and implement activities and promotions for the local accounts in consultation with the RAM 

• Track and maintain cost to sales for all spends on local accounts within agreed limit 

• Deliver a perfect punch in terms of NPI, price changes, pack changes 

Distributor Management 

• Educate and train the distributors on ANI systems & processes 

• Ensure optimal stocking levels and high billing efficiency for all distributors 

• Ensure distributor compliance to agreed service levels & credit terms 

• Review distributor financial health (pipeline and outstanding)   

• Ensure that the claims of the distributor are settled by ANI within specified time limits 

People management and development 

• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working” 

• Enhance ISR effectiveness through training & coaching  

• Management of ISR working (PJP, Itinerary, expenses etc.) 

• Periodic review of ISR performance and feedback