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

Work arrangement
No