Senior Manager - Zonal Key Accounts
Volume and Market Share
Plan account/category level volume & market share to achieve budgeted volume and share
Work closely with Region teams to identify and capitalize specific channel/category opportunities
Seed and Build NPD’s to further grow future categories
Brand and Channel Activation and visibility
Drive Integration of Brand and channel program/plans in to region with a certain scale resulting in desired volume/category growth with enhanced impact in the trade
Support development of channel/category activation programs with Tie up accounts to leverage/maximize A&P effectiveness – Activation calendar for Tie up accounts
Liaise with brand team and external agencies for timely implementation of activities
Achieve fair share of visibility in the trade for focus brands
Develop/Maintain commercial propositions and A&P budgets
Ensure volume, share and activation delivery as per agreed contract
Optimize trade terms
A&P budget management per plan & phasing by brand/region
Process capability
Institutionalize strong process mindset and capability to establish competitive edge
People Management
Coach and mentor Regional On Trade Heads and KAM’s –Industry Best practice, Channel/Consumer Insights
Institutionalize robust internal and external business review
Foster an environment that develops customer/consumer centric culture demonstrating strong PR values
Talent Management: clear understanding of talent, their strengths and areas of opportunity, and have development and succession plans in place for the sales organization
Key Performance Indicators
Volume and Market share
Drive Brand/Channel activation calendar
Develop and maintain commercial propositions and trade terms
Institutionalize processes in the channel
Drive internal and external capability building programs/initiatives
Establish and maintain relationships with industry influencers and key strategic partners
Coach and mentor Regional On Trade Heads and KAM’s