Key Accounts Manager

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Job DescriptionTYPICAL ROLE REQUIREMENTSQualification:

• Preferred MBA in Sales / Marketing

Experience:

• 4-6 years experience in sales in Alco-Bev or FMCG industry
• Prior experience of working with HORECA would be a bonus
• Could be from the hospitality sector

Knowledge & Skills

• Client Relationships
• Analytical & Data handling Skills
• Sales Planning / MIS knowledge
• Emphasizing Excellence
• Negotiation & execution skills
• Creative think ing
• Quick decision making skills
• Adapts to changes in environment & able to meet goals effectively in dynamic markets

Best Suited for someone who

• Has a very strong service focus
• Believes in perfection when it comes to execution
• Wants to be in the premium end of the business
• Is more Urban/Metro/Headquarter oriented
• Has an interest in Premium/Luxury brands
• Passion for learning & interested in premium drinks/cocktail making

Areas of ResponsibilityCommercial delivery

• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory
• Conduct Outlet wise annual volume planning & phasing
• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
• Ensure Increase in Share of Business ( Market Share ) across segments as per plan

Realtionship management

• Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
• Engage channels to close sales and deliver services thereby ensuring higher market share.
• Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions

Strategic alliances

• Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
• Manage the new product launches in the regions and ensure all new products are available & listed at the outlets
• Negotiate & finalize annual contract and terms of trade with key accounts in the territory.
• Short list the outlets for Contracts & negotiate a win: win proposition in consultation with the line manager

Execution & tracking

• Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory
• Collaborate with the outlets for menu card listing/availability in line with MSL/Price laddering
• Prepare reporting on the brand’s performance, needs and forecasts.
• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E) in coordination with SCME
• Coordinate with 3rd party agency for execution of the activations / launch at the outlet.

Customer management & MIS

• Make regular sales calls to designated on premise accounts as per PJP & beat plan to cultivate customer relations and satisfaction with service provided.
• Keep the trade informed about pricing, promotion schemes etc.
• Responsible for the correct and timely submission of the claims and daily and monthly sales report
• Keep a track on the competitor’s activity and bulk competition deals; and report the same to line manager immediately

Customer Marketing initatives

• Maintain the organisation’s standards and guidelines wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet
• Effectively train customer staff on products and execute product tastings and product presentations through DBA - Art of blending for consumers
• Execute the marketing plans at the outlets as per the guidelines of the state / regional marketing team while working within company policies, resources and budgets.

Procees & sysytems

• Review customers’ credit status, and collect outstanding as per the USL credit policy wherever applicable
• Ensure all claims of customers are submitted in a timely manner with required documentation
• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing
• Ensure settlements & payments to outlets as per agreed terms

Diversity statementCelebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills, and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.Worker TypeRegularPrimary Location:GuwahatiAdditional Locations :ShillongJob Posting Start Date2023-04-28