Key Accounts Manager - Ecommerce

Job Description
Position Description
Position Title
KAM-Ecommerce
Function
Sales
Stakeholders
Internal
Modern Trade Operations Head
ASMs/ASEs -Modern Trade
Brand Team
Customer marketing manager
Commercial
External: -
Category Heads / Managers of Retail Chains
Location
Bangalore
Job Purpose
Responsible for managing online sales and presence of Britannia, build a strong brand image that attracts consumers .To Explore, Identify , Enroll and Manage modern trade thereby building a strong profitable volume and value base with top end relationship matrix and account handling norms.
Key Responsibilities
Key Job Responsibilities
Relationship with the Account and Joint business planning
Engagement and business partnership with key ecommerce players on various platforms
A business review with the accounts and also develop business plans for the year, including revenue planning, calendar planning, focusing on value growth areas for the Britannia business
Developing & negotiating TOTs which drive profitability and presence for the range of brands to be executed
National chains across regions to be tapped and TOT's to be signed and executed
Renew contracts annually with growth in business and market share
Ensure presence of higher gross margin brands in the mix while finalizing the TOTs
Drive Brand Activations
Driving various brand activations, combos, visibility elements, cross promos with other range etc.
Developing visibility elements for the channel by understanding customer needs and space or Terms of trade
Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year
Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution
In-store execution incl. purchase order mgmt., order fulfilment, collection, a/c reconciliations, promo executions
Develop a price pack strategy with special packs for chains
Assess potential for special packs and work on the development of the same with the team
Managing channel conflicts
(E.g.. national chains selling to retailers and hence disrupting trade terms between modern and general trade)
Education Qualification
MBA (Specialization in Sales & Marketing) Premier B School
Desired competencies
Leadership skills
Communication skills
Commercial Acumen
Object Orientation
Process Management
Experience (yrs)
4 - 7 years (handling key accounts/ national chains with some sales and trade marketing experience)

Work arrangement
No