Key Account Development Manager

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