Job Description

JOB PURPOSE

To diligently execute all KPIs pertaining to Key Account Management of assigned customers to ultimately grow every brand/category distributed by TCS and improve ROI of every spend through efficient collaboration with all stake holders i.e. Principals, Customers and internal TCS divisions.

1.MINIMUM QUALIFICATIONS/EDUCATION/EXPERIENCE/TRAINING/KNOWLEDGE

• MBA or minimum Graduate in any discipline (preferably commerce)
• Upto 2 years of Sales/Trade marketing Management experience in local FMCG market or 5 years as Key Account Executive or 3 years as MT Sales Supervisor.
• UAE driving licence.
• Fluency/working knowledge in MS Office.
• Numerical skills
• Open mind with quick learning abilities
• Creative acumen and eye for business development opportunities.
• Planning, Organisation & Leadership skills
• BDA negotiation skills
• Team management/Training/Coaching
• Positive thinker, good enthusiasm & energy levels, interpersonal skills,
• Communication/presentation skills, Listening skills, problem solving, analytical thinking, objecive-setting, go-getter, creativity, risk-taker.
• Written & spoken English, spoken Hindi
• Preferred Knowledge/Skills: SAP system application, Category management, spoken Malayalam/Arabic

2.KEY DIMENSIONS AND RELATED JOB RESULTS

FINANCIAL & OPERATIONAL:

Lead and develop assigned set of Key Accounts through below KPIs,

• Achieve sales volume/value & market Share targets
• Negotiate and close all BDAs latest by end March every year after winning in each BDA.
• Ensure all BDAs are mirrored instore resolving gaps if any.
• Negotiate SOS as per market share (as a minimum)
• Achieve targeted spends by maximizing ROI in every investment.
• Mirror the strategies of our Brands (& Principals) in every negotiation/BDA
• Closely liaise with sales & merchandising teams to ensure excellence in execution.
• Map distribution by sku/Account to minimise lost sales.
• Have structured & frequent interface with sales managers to highlight gaps
• Robust activation calendar in close coordination with sales team and trade.
• Monitor competition closely to share market feedback.
• Analyse performance and share actionable feedback with team
• Proactively use ACN audit reports to improve outputs in every assigned Key Account.
• Lead and Close all accounts receivable elements with every customer within 1 week of payment receipt date.
• Quarterly business reviews with trade.
• Ensure all trade spends are pre-approved and authorized in writing.
• Comply with all internal & external SOPs with regard to control and spend of all trade budgets, to avoid any over-spend.
• Lead, develop, train & manage team of direct reportees.
• Record Minutes of every productive/formal meeting with Principals and Customers & circulate the same with relevant contact points , internally & externally promptly following up on all agreed action points.
• Spend 70% time in trade.

WORK ETHICS

• Harmonious working relationship with all external and internal stakeholders.
• Maintain 100% confidentiality of TCS sensitive information at all times, avoiding sharing the same with irrelevant stakeholders.
• Ensure due importance is given in time, discipline, interaction & communication with all Principals, particularly with FCME & PVM Delegates, to avoid any complaints from them in these areas.
• Comply with all set SOPs of TCS.

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