Key Account Manager - Modern Trade, Bangalore

Role: Key Account Manager - Modern Trade
Business Unit: Mars Wrigley India

Location: Bangalore

Job Purpose:  MT KAM is responsible for managing the offline business (annual NSV and strategic targets within an assigned budget) and driving the growth of the assigned accounts, in line with the agreed company strategy. The incumbent in this case will be responsible for some Retail / Cash & carry chains as per account assignment. Working cross-functionally, running the account team day to day across category management, customer service, marketing, finance & supply chain. The role is responsible for driving sales via the offline and omnichannel stores and building successful relationships internally with the appropriate teams

Key Responsibilities:

• Full responsibility for the assigned account and implementation of the activity plan, managing sales plans and execution, brand and corporately developed sales & marketing programs presentation on retailer sites, coordination in-store activations and best-in-class executions through Perfect Store program.

• Implement, measure, and monitor the performance of each account plan (NSV, ledger targets, invoice issues and payments, budget, case fill) taking decisive action to deliver sales revenue in line with plan. Implement the sales vision for retailers including utilizing the principles from the global playbook.

• Ensure national agreements are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives for the assigned chains.

• Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives. Develop retailer wise portfolio & execution strategies to build category relevance. Drive activities & strategies that help market share gain for Mars Wrigley India

• Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, road shows, etc. Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms. Conduct regular reviews on the progress of JBP KPIs.

• Prioritization and deployment of available spending towards strategic focus areas and activities for chains and brands. Track utilization and effectiveness of trade spending in activities.

• Work closely with the Customer Marketing Team to develop solutions around High-class visibility elements in the stores. Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programs. Closely work with finance and Customer’s finance function to drive reconciliation as per the agreed Terms of Trade.

• Work on Mars signature processes in Account Management and Demand Planning. Be the key customer contact representative to Mars Wrigley in day-to-day inquiries as well as in key account negotiations.

Job Specifications/Qualifications:

•  MBA from a School with 3-5 years experience

•  Must have exposure of at least two years in either Key Account Management 

•  Prior Modern Trade experience preferred

•  Preferably some experience in successfully managing key accounts in FMCG

•  Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.

•  Well organized, excellent time management, presentation, and negotiation skills.

•  Business acumen and commercial awareness, analytical thinking.

•  Mobility is required with 20% travel.

What can you expect from Mars?

• Work with over 140,000 diverse and talented Associates, all guided by the Five Principles.

• Join a purpose-driven company, where we’re striving to build the world we want tomorrow, today.

• Best-in-class learning and development support from day one, including access to our in-house Mars University.

• An industry-competitive salary and benefits package, including a company bonus.