National Key Account Manager

1 month ago

Gurgaon, India Mars Full time

Job Description:

Role: NKAM - Dcom

Location: Gurgaon

Job Purpose: To aggressively and profitably build Mars business in e-commerce by growing the existing customers through category growth initiatives and acquiring new customers.

Key Responsibilities:

Strategic Planning – Chains & Category 

  • Build a roadmap to leadership for E-commerce Channel, strategize and implement programs/plans for the development of sales of MWC Brands in this channel.

  • Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.

  • Develop retailer-wise portfolio & execution strategies to build category relevance.

  •  Drive activities & strategies that help market share gain for MWC Brands

Business Delivery

  • Achieve volume and sales targets through effective implementation of sales strategies, Identifying the key challenges and enablers :

  • Sales planning/ stock requirement forecast

  • Brand activations

  • Influence Key stakeholders such as LM, Trade Marketing, Sales Development, Marketing, and Regional Category teams of Retailers to align and garner necessary support to meet growth ambitions in the mid to long-term


External Customer Engagement

  • Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.

  • Conduct regular reviews on the progress of JBP KPIs and agree on correctional steps with the customers.

  • Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, road shows, etc.

  • Engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning, and driving for Desired Market Shares

  • Build relationships and regular wiring for MWC & Customer Management teams


Trade Spends Utilization

  • Prioritization and deployment of available spending towards strategic focus areas and activities for chains and brands

  •  Track utilization and effectiveness of trade spends in activities & channels along with the Go-To-Market Manager for AC & S&F Co-pilot

Internal Customer Engagement

  • Work closely with Trade Customers and internal Customer Marketing Team to develop solutions around:

  • High-class visibility elements on the ecommerce portals

  • Portfolio solutions to build & drive relevance of MWC brands in categories

  • Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes. 

  • Closely work with S&F and Customer’s finance function to drive reconciliations as per the agreed Terms of Trades 

  • To plan and execute investment strategy in Key Accounts with a focus on
     -Availability
    -Fill Rates
    -Listing
    -Visibility
    -Activation
    -Customer Relationship

  •  Work on Mars signature processes in the area of Account Management and Demand Planning

Job Specifications/Qualifications:

  • MBA with 6-8 years experience

  • Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)

Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.

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