What are the Key Deliverables in this role?

Financial Outcomes

• Deliver topline & bottom-line targets in line with business goals in the accounts, drive activations across accounts & be responsible for P&L of the customers.

Customer Service

• Develop the annual account plan (JBP), sales & portfolio growth plan, new product launch plan and expense budgeting for the account / set of accounts in line with company business objectives.
• Ensure timely fulfilment & high fill-rate across stores

Internal Processes

• Drive the achievement of Volume and Value targets in the assigned accounts
• Continuously monitor, report, and take appropriate action along with quarterly performance review (Internal team/Accounts)
• Ensure high rate of account renewals with favorable terms of trade.
• Identify & onboard new national accounts and setup favorable terms of trade.
• Leverage existing relationship with national accounts to drive proliferation of key brands across accounts.
• Liaison with Innovation center resources to customize product basis customer/account needs.
• Design & implement various activation initiatives customized for different accounts (in-coordination with marketing team)
• Create & manage excellent business relationships in HO for all national accounts and build a favorable company image in the FMCG Space.
• Ensure commercial hygiene for the account- finance meetings, claim release & settlement follow-ups & meetings.
• Track competition activities in the channel and counter actions.

Innovation and Learning

• Take on training new and current sales reps. Should also facilitate different programs that promote strong team camaraderie.
• Perform Innovation / NPD tracking - listing & business plan, Activation Plan (Customer Communication & Implementation)
• Liaison with Innovation center resources to customize product basis customer/account needs.

What are the Critical success factors for the Role?

• Proven & deep knowledge of sales & distribution system (preferred in FMCG space)
• Strong financial understanding - P&L, driving profitability, account reconciliation, ROI measures etc.
• An analytical mindset and methodical approach – extensive excel and business presentation skills.
• Acute attention to accuracy and detail.
• Excellent networking, assertive communication & excellent stakeholder management skills

What are the Desirable success factors for the Role?

• Understanding of data analysis and management
• Analytical and problem-solving abilities, with a focus on delivering actionable insights and innovative solutions.
• Good communication skills and stakeholder management capabilities
• Familiarity with the consumer goods industry and an understanding of its challenges and opportunities