Key Account Executive

Company: HUL

Department: CD & Sales

Job Title : Key Account Executive eB2B

PLACE IN ORGANISATION:
The KAE reports to the Key Account Manager. He/ She does not have any HUL employees as direct subordinates. He/ She works in tandem with other functions viz. CM, CD-Ops, CD Finance, CD[1]Supply Chain, Demand Planning, Ecom Capabilities, Ecom Shopper Marketing & branches. KAE would also assist the KAM in handling the account portfolio. He/ She would also independently manage some smaller chains or alternatively verticals in big chains.

EXPECTED WORK:
The KAE is the first point of contact for the category buyers for the Accounts that the works with. He/ She is primarily responsible for smooth operations/execution in the account. He/ She is responsible for customer management, maintaining business hygiene of for the account.

The key responsibilities are:

- Forecast planning - Assists the KAM in firming up the Monthly forecasts and number with Internal Demand planning team and customer teams.
- Assists the KAM in meeting the monthly / annual sales number.
- Coordinates with the accounts and gets details of sources of growth like new store openings, new channel initiatives, etc thereby tracking organic growth.
- KAE would be responsible for Planning Ops with customers, tracking Ops performance and continuously work towards maximising returns against the planned budget.
- Coordinates with Internal Team (Field Trade Marketing, Shopper Marketing, Internal Trade Marketing, Supply Chain etc.) for ensuring networks are on time for promotions, stocks, new launches etc.
- Tracks POS data for accounts location wise (Micro marketing opportunities) and scans for opportunities.
- Promotional evaluation, customer point of sale information analysis and tracking of key initiatives in the Account.
- Tracking and Ensuring OTIF Online Media Deployment.
- Ensuring implementation of 7OA on platform.
- Ensuring OLA (Online Availability) on platform across active assortment.

One of the key deliverables for the KAE shall be to leverage his understanding of the customers & shopper and their ways of working would be critical to drive Customer Delight. Moreover, understanding Customer counterpart KPIs and using them in negotiations and planning would be Key for landing important business agendas

PROBLEM SOLVING:
The problem solving done by the KAE is of an operational nature with key customers but is very critical in ensuring customer delight to drive share of shelf and share of wallet.

Examples
- The KAE needs to liaise with the buyers/merchandising managers to negotiate ops to be run in the account nationally/regionally. He/ She needs to push and drive the HUL Customer Marketing agenda in the account and thereby gain more share of shelf for HUL. The KAE also needs to negotiate and convince the customers on the same.
- With most of the customers being new onboard, the sales trends aren’t stable thus making it difficult to build forecasts just basis the past trends. Understanding customer plans, growth pillars, analysing same and translating them into what it means for us is essential to building right forecasts.
- He needs to analyse the POS data; look for opportunities for our categories/brand at a city level and share the same with customer marketing teams so that appropriate plans can be made.
- KAE needs to understand the interplay between the various investment and Customer profit drivers and manage them.

TASK HORIZON:
The outcome of some decisions taken by a KAE can be known after 10 days post the activation MOC, when market share and POS data is available. However, some important actions taken by the KAE towards relationship management or new assortment addition have an impact only after a consistent effort over 3 to 6 months.

LATERAL CONTACTS:
(List key individuals, teams within the concern whose collaboration is Needed on a permanent basis by the position)

KAE needs to work closely with the following people on a day to day basis.

Customer marketing Team, Customer Service Team, Demand Planning Team, Commercial Team, Ecom Capabilities, Shopper Marketing Teams & CD Ops Team.

ACCOUNTABLE FOR:
Annual Sales Targets, New Launches, PSO execution, Market Share in the account for HUL.

ENVIRONMENT:
The KAE manages contact with various key decision makers across the hierarchy and functional teams in the modern trade accounts that he/she handles.

EDUCATION QUALIFACTION:

- MBA/PGDM degree in Sales/ Marketing with min 3-4 yrs of relevant experience.
- Strong in inter
- personality and out going.
- Should be target oriented and determined selling skills is required.
- Must have a bend towards being data centric and ensuring that the business is driven by data and insights.