Key Account Development Manager

JOB DESCRIPTION:

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

The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.

## JOB FAMILY:
Sales Force

## DIVISION:
ANI International Nutrition

## LOCATION:
INDIA > ANDHRA PRADESH > VIJAYAWADA : Remote

ADDITIONAL LOCATIONS:

## WORK SHIFT:
Standard

## TRAVEL:
Yes, 20 % of the Time

## MEDICAL SURVEILLANCE:
Not Applicable

## SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)