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29/12 Melissa
HR Head at Open Secret

Views:297 Applications:57 Rec. Actions:Recruiter Actions:20

Open Secret - Key Account Executive - Modern Trade (2-3 yrs)

Mumbai Job Code: 191477

Position Title: Key Account Executive- Modern Trade

Base location: Mumbai

Department: Sales

Reporting: Sales Head, India

Overall Responsibility:

- Key Account Manager job entails providing information about the products and services of the company to the clients in order to increase the company sales and to develop or maintain long term relationships with the existing and prospective clients. KAE will work with the Sales Head to develop sales programs and strategies to attain annual budget targets. In addition, the KAE assists in the development as well as in execution of sales programs, specifically focus accounts selling and channel partner visits.

Key Tasks and Responsibilities :

- Establish strong relationship with key strategic accounts as a representative of the organisation and lead long term strategic customer business planning to achieve future growth expectations.

- Accurate customer business planning to deliver on detailed budgets and selling in targets.

- Develop strong Ecommerce management capability of the team

- Lead Key Accounts- Metro Cash & Carry, Nature's Basket and Reliance Retail, that account and develop strategic customer business plans that will drive sales growth.

- Develop holistic understanding of market trends, a strong relationship with focus accounts and executing trade initiatives to optimize sales opportunities.

- Deliver an accurate sales forecast on piece level for a 12 month horizon for each specific customer and translate into sales.

Critical Metrics :

- Sell In & Consumer Sales - how precise are we in estimating and delivering on our sales objectives.

- Execution Bias -How good are we selling what we forecast.

- Customer Pulse and Customer Business Planning- How good are we at understanding the customer business and using that knowledge to build and execute a customer business plan that is fully aligned to the overall SBU strategy and marketing objectives.

Market Management :

- Exceeding or meeting personal sales targets while demonstrating a solid customer focus.

- Initiating and leveraging sales opportunities with the existing and prospective customers while developing and maintaining key clients.

- Tracking competition activities w.r.t. product, pricing, trade & brand promotions offered, credit facilities, new launches in the territory and timely feedback to the management.

- Prepare and share the weekly sales call plan, daily working reports, monthly primary and secondary report.

- Managing and prioritizing sales leads developing new accounts through analysing, exploring, networking, and referrals.

- Liaise with Customer service and Supply chain for day to day order management.

- Liaise with finance teams for claims and credit tracking.

- Maintain and constantly update the end customer wise database.

Skills requirement :

- Exceptional skills of customer service.

- High Intent of getting things done

- Strive for excellence. Strong commitment to improve things every day.

- Seek continuous feedback to deliver most optimal solutions.

- Strong team player. Works well with cross functional team members.

- Self-motivated and stays focus on targets and end goals.

- Proactive and self-controlled work ethic; Self-starter.

- Able to prepare and deliver efficient customized sales proposals and presentations to professionals at senior and mid-management levels.

- Good written and verbal communication skills.

- Proficient level computer skills including Ms Word, PowerPoint, Excel, Outlook.

- Excellent communication and negotiation skills

Experience Requirement :

- Bachelor's degree or above - Master's degree is desirable.

- 2-3+ years- experience from consumer facing brand (FMCG) in Key Account management role

- First-hand experience with handling Reliance Retail, Metro Cash & Carry and Nature's Basket in Mumbai - either from brand principal's side or vendor/merchant management side.

- 3+ years- experience in selling and negotiation.

- Team Leadership - as the most senior e-commerce member of the organisation, the position sets the strategic direction of the customer team, and is responsible for the development and well-being of team members

- Advanced English and Hindi level is necessary

- Good understanding of the specific market environment and food industry knowledge

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