Key Account Development Manager

Abbott · Vijayawada

Collected role description

Rollout of ABPs: <ul><li>To accomplish Secondary Sales Target in Key Accounts. </li></ul><ul><li>Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level </li></ul><ul><li>To support and implement planned promotions/activations at the store level </li></ul><ul><li>Implement the plannograms agreed upon with help of merchandisers </li></ul> Ensure maintenance of Sales processes : <ul><li>To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales </li></ul>reporting / Claims / Infrastructure/ training and development of staff) <ul><li>Ensure optimum STR for ANI products and ensure high fill rates with the accounts </li></ul><ul><li>Maintain credit index as per TOT with the account </li></ul><ul><li>Update & provide feedback on the account operations to the regional account manager as well as </li></ul>the account manager handling the account Be the Best Sales force : <ul><li>To develop excellent relations with the Key Accounts at all levels </li></ul><ul><li>To keep a check and provide feedback on current and new practices followed by competition </li></ul><ul><li>To analyze the market situation in order to aid in accurate Sales Forecasting </li></ul><ul><li>Ensure effective working of the merchandisers to help them deliver the maximum output </li></ul> Manage the merchandising operations: <ul><li>Regularly analyze the data collected by the merchandisers and implement the action points </li></ul><ul><li>Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team </li></ul><ul><li>Keep a control on the quality of merchandisers in the region </li></ul><ul><li>Work with all the merchandisers in the region at least once per quarter </li></ul><ul><li>Be the touch point for the merchandising agency in the region </li></ul> For local accounts and geography: Be the most important link of ANI <ul><li>Assist the Account Manager in formulating the annual business plan for local accounts </li></ul><ul><li>Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM </li></ul><ul><li>Be an integral part of TOT negotiations & help in roll out of the same </li></ul><ul><li>Plan and implement activities and promotions for the local accounts in consultation with the RAM </li></ul><ul><li>Track and maintain cost to sales for all spends on local accounts within agreed limit </li></ul><ul><li>Deliver a perfect punch in terms of NPI, price changes, pack changes </li></ul> Distributor Management <ul><li>Educate and train the distributors on ANI systems & processes </li></ul><ul><li>Ensure optimal stocking levels and high billing efficiency for all distributors </li></ul><ul><li>Ensure distributor compliance to agreed service levels & credit terms </li></ul><ul><li>Review distributor financial health (pipeline and outstanding) </li></ul><ul><li>Ensure that the claims of the distributor are settled by ANI within specified time limits </li></ul> People management and development <ul><li>Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working” </li></ul><ul><li>Enhance ISR effectiveness through training & coaching </li></ul><ul><li>Management of ISR working (PJP, Itinerary, expenses etc.) </li></ul><ul><li>Periodic review of ISR performance and feedback </li></ul>