Key Account Development Manager

JOB DESCRIPTION:

Rollout of ABPs:  

• To accomplish Secondary Sales Target in Key Accounts.  

• Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level  

• To support and implement planned promotions/activations at the store level  

• Implement the plannograms agreed upon with help of merchandisers  

Ensure maintenance of Sales processes :  

• To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales   

reporting / Claims / Infrastructure/ training and development of staff)  

• Ensure optimum STR for ANI products and ensure high fill rates with the accounts  

• Maintain credit index as per TOT with the account  

• Update & provide feedback on the account operations to the regional account manager as well as   

the account manager handling the account  

Be the Best Sales force :  

• To develop excellent relations with the Key Accounts at all levels  

• To keep a check and provide feedback on current and new practices followed by competition  

• To analyze the market situation in order to aid in accurate Sales Forecasting  

• Ensure effective working of the merchandisers to help them deliver the maximum output  

Manage the merchandising operations:  

• Regularly analyze the data collected by the merchandisers and implement the action points  

• Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team  

• Keep a control on the quality of merchandisers in the region  

• Work with all the merchandisers in the region at least once per quarter   

• Be the touch point for the merchandising agency in the region  

For local accounts and geography:  

Be the most important link of ANI  

• Assist the Account Manager in formulating the annual business plan for local accounts  

• Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM  

• Be an integral part of TOT negotiations & help in roll out of the same  

• Plan and implement activities and promotions for the local accounts in consultation with the RAM  

• Track and maintain cost to sales for all spends on local accounts within agreed limit  

• Deliver a perfect punch in terms of NPI, price changes, pack changes  

Distributor Management  

• Educate and train the distributors on ANI systems & processes  

• Ensure optimal stocking levels and high billing efficiency for all distributors  

• Ensure distributor compliance to agreed service levels & credit terms  

• Review distributor financial health (pipeline and outstanding)    

• Ensure that the claims of the distributor are settled by ANI within specified time limits  

People management and development  

• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”  

• Enhance ISR effectiveness through training & coaching   

• Management of ISR working (PJP, Itinerary, expenses etc.)  

• Periodic review of ISR performance and feedback  

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

ANI International Nutrition

LOCATION:

INDIA > ANDHRA PRADESH > VIJAYAWADA : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)