Key Account Manager

2 weeks ago

Gurgaon, Haryana, India mccainfood Full time
About the Role

This is a HO Based - Pan India Role responsible for delivering Volume, Market share & Visibility goals for the assigned Ecommerce customers by building & executing customer-wise AOC plans.

Key Responsibilities
  • Strategic Planning
    • Develop a roadmap to Strategic Growth Partnership with Ecom customers, strategize and implement programs/plans for the development of sales of Mccain portfolio in this channel.
    • Negotiate and manage Quarterly JBP sign offs to deliver mutually profitable sales growth for assigned customers.
    • Drive activities & strategies that help market share gain for Mccain portfolio.
  • Business Delivery
    • Drive activities & strategies that help market share gain for Mccain, Achieve target volume and User penetration Goals with eye lens to increase the category pie & Build category relevance.
    • Identify key challenges and competition analysis and create enablers to sustain and grow category share.
    • Design & execute RER initiatives to drive recruitment, expansion and share retention goals in-line with channel strategy.
    • Sales planning/ stock requirement forecast for the customer/ channel and measure OTIF with customers & operations team.
  • External Customer Engagement
    • Manage "terms of trade" with customers to create win-win situation on customer expectations & McCain margin requirements.
    • Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings & Reviews etc.
    • Monthly reviews with the Chains category & Growth Teams for Business planning and delivery, Promotion & Visibility planning, and driving for Desired Market Shares.
  • Trade Spends Utilization
    • Prioritize and deploy available spending towards strategic focus areas and activities for chains and brands.
    • Track utilization and effectiveness of trade spends in activities & channels along with performance marketing team for deployment of spends.
  • Internal Customer Engagement
    • Work closely with Cross functional teams to find avenues to grow the business beyond and explore creative digital solutions to maximize sales.
    • High-class visibility elements on the ecommerce portals & actively involved in category display and performance marketing plans.
    • Portfolio solutions to launch NPD and craft development plan with the customers.
    • Closely involved in performance marketing plans with agency team and customers to review and measure KPI's: Impressions, CTR, ATC, NTB, ROAS, CAC.
    • Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programs.
  • Commercial & Operations Hygiene
    • Closely work with Internal Finance Associate and Customer's finance function to drive reconciliations as per the agreed Terms of Trades.
    • Quarterly sign off of NDC with customers and ensuring timely approvals of claims as per terms.
    • Drive & Review On App availability with Agency and Regional execution team, Monthly review of OTIFS, Track of listing and assortment master to ensure Must sell is always available across dark stores.
    About You
    • MBA with Experience- 6-8 Years in FMCG – Ecommerce.
    • Digital Marketing Knowledge would be added advantage.
    • Strong communication skills- both written and verbal.
    • Ability to analyze data to extract meaningful business insights.
    • Strong on collaboration & people skills - Able to build trust & sustainable interpersonal relationships with multiple stakeholders.
    • Strong business planning and presentation skills.
    • Able to work in a dynamic fast moving market environment and inspire teams to deliver results.
    • Ability to identify business opportunities and convert to business results.
    • Ability to work under pressure, meet deadlines and drive assigned tasks/goals to completion.
    • Account management of Q-commerce would be an added advantage.

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