Senior Manager- Key Accounts

Overview

Senior Manager, Key Accounts in the sales team, building relationships with customers across markets, channels and occasions to bring Diageo brands to life.

What you'll do

• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.
• Develop and monitor individual sales objectives on monthly, quarterly and annual basis.
• Ensure NSV achievement in the territory as per budget and maintain the right brand mix.
• Ensure increase in Share of Business (Market Share) across segments as per plan NSV.
• Maintain relationships with all key accounts to ensure overall pipeline and revenue growth within channel and territory.
• Engage channels to close sales and deliver services, ensuring higher market share.
• Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions.
• Take quick decisions at the marketplace and close deals at own level with minimum supervision or escalation.
• Develop team to ensure monthly sales and activation targets are on track and as per IOP Relations / OTIF / Team Handling.
• Meet the WOD targets of the brands by ensuring availability of relevant brands and variants on outlets in the territory.
• Manage new product launches in the region.
• Negotiate and finalize annual contracts and terms of trade with key accounts in the territory.
• Ensure on-time and smooth execution of activations as per marketing plan by selecting the right outlets in the territory.
• Prepare reporting on the brand's performance, needs and forecasts.
• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E).
• Coordinate with third-party agencies for execution of activations and launches at outlets.
• Make regular sales calls to designated on-premise accounts to cultivate customer relations and satisfaction with service provided.
• Keep the trade informed about pricing, promotion schemes etc.
• Be responsible for correct and timely submission of claims and daily sales reports.
• Keep track of competitor activity and report the same to the reporting manager.
• Keep track of KAEs' monthly outlet-wise sales plan and report and monitor the same to ensure monthly IOP NSV and market share targets are met for the region.
• Maintain organisation standards with respect to quality, distribution, visibility, promotion, price and persuasion at the outlet.
• Effectively train customer staff on products and execute product tastings and presentations.
• Execute marketing plans at outlets as per guidelines from the state or regional marketing team, within company policies, resources and budgets.
• Review customers' credit status and collect outstanding as per the USL credit policy.
• Coordinate with the Finance department on a weekly basis to ensure accounts remain in good standing.

What you'll need

• 6-8 years of experience in sales in the Alco-Bev or FMCG industry, or from the hospitality sector.
• Knowledge of sales planning and MIS.
• Ability to maintain healthy client relationships.
• Ability to develop and manage a team.
• Negotiation and commercial acumen.
• Presentation and communication skills.

Nice to have

• MBA in Sales or Marketing.

Details

• Location: Mumbai, India.
• Worker type: Regular.