MAIN PURPOSE OF ROLE Overall responsibility for driving business with National Key Accounts. Develop and execute the annual business plans with all the above accounts:- Signing Annual Terms of Trade, Promotion planning, Activation support, Ensuring compliance of annual business plans, Account profitability. Supply chain management (order forecasting, managing PO/Trade Returns, trade inventory) Financial management (overall accountability for accounts payable to customer, account profitability and cost to sales for these National Accounts) Relationship management (with stakeholders, both internal and external) Category management (consumer promotions, plannogramming, advisory role) Organize Top to Top meetings with the Global retailers (meeting between Retailer's top management and top management) Main Responsibilities Meeting the top line National sales objective for the following National Accounts. Overall responsible for sales to these accounts for the entire country Ensuring stock availability with a high degree of forecasting accuracy Ensure fill rates of 95% plus with all these chains Develop and manage the Annual Business plans for these National Accounts Have a vision for the next 3-5 years for the business Set annual targets for all these accounts Sign Trade Contracts and JBPs Ensure Trade Contracts execution and adherence Managing the Account wise profitability & cost of sales Setup a model to measure key accounts profitability Ensure activities are done to maximize returns. Maintain a track of cost of doing business with these accounts Challenge the existing route to market model and suggest ways of reducing cost in the same Managing the Accounts Payable to Customers Ensure that there are no bad debts Settlement of claims / credit notes within the agreed time frame Facilitate On NPIs / Launches Through Robust Plans New products introduction Pack changes Price increase Consumer promotions and other activities Take on the category advisory role Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category Increase brands share of contribution from the existing levels Look at the possibility of exclusive campaigns and distribution expansion in order to further leverage our strength Manage all interfaces with all Accounts Develop good relations with Regional offices and key stores pharmacists Have a quarterly review of performance with the Account Share best practices of work done by Regional Team and also global initiatives in the category Initiate and manage all process changes like new product introductions, change in pack, new launches, etc Manage industry interfaces and keep the organization informed about developments in the retail sector Develop good relations with counterparts in the Trade Channel Share best practices in the industry with the KA Team, so as to enhance internal system and processes Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment Organize Top to Top meetings with the retailers Meeting between Retailer's top management and EPD Top Management Share EPD MY growth and expansion plans and work closely with the retailers partners in line with organization's plan Understand customer's short-term and long-term plans Experience, Knowledge, Technical Skills Post graduate management degree from a renowned university or atleast 10-12 years experience in field sales with atleast 3-5 years in Key Accounts with a reputed Consumer Health / Pharmaceutical company Minimum of 3 years experience in a reputed Consumer Health / Pharmaceutical Company in the Key Accounts Sharp negotiation and influencing skills Understanding of the retail environment Analytical skills Networking and strong orientation towards customer management Ability to handle pressure in a dynamic environment Ability to handle complex and diverse business situations
