Key Account Manager

OverviewManagement of sales activities within UAE for Modern Trade. This includes direct supervision of Area Development Managers & Area Development Supervisors, achievement of sales targets, management of customers within the area assigned, development of business, management of territory and category profitability.ResponsibilitiesAchieve Monthly sales & yearly targets as per AOPQuarterly business reviews with key assigned customersTrack and manage spending per customerComplete ownership of the Business Development Agreements (BDA’s); negotiation to implementationStrategic inputs for Brand wise / Category wise / Outlet wise target planResponsible for team performance and developing own teamPresent periodic business reviews by analyzing sales data, and performance against annual plansResponsible for updating TMI contract module & TDA process on time for all contractual customersTimely EPOS analysis and action planDirect and daily supervision of the team activitiesAlign with various category stakeholder on initiatives and achievementsMaintain and improve share of shelf by improving distribution coverage as stipulated in the annual objectivesRelationship Management – Internal and ExternalConduct regular market visits and route rides with the teamDevelop strategies and objectives for the assigned territory for the Annual Operating PlanConduct weekly review meetings with the team to work over agendas and actionable plansReport and monitor competition activitiesProactively Planning all the Promotions for better executionPlanning and Forecast for IFFCO brand by SKU wiseProduct Execution, Product Listing & AvailabilityTracking GRV's within stipulated budget spend & Using trade budget effectivelyEnsure all rental displays are followed and adhered by the customers and merchandisersEnsure store level merchandising as per the planogram defined by categoryEnsuring replenishment of products and FIFO management in a timely mannerResponsible for the collection of receivables from the market and ensure smooth sales transactionsTo ensure reduction in damages / expiries and sales returns from the market within the set targetsKPIsValue & Volume TargetBDA negotiation & closureAgeing & CollectionAchievement of expiries/damages/market returns within set targetsNPD listingTerritory GrowthWeighted and numeric distributionProduct availability and visibilityTMI managementRoute ProfitabilityWork experience requirementOverall 5 to 7 years’ experience in similar role in the UAE, management experienceMinimum of 5 years’ experience in FMCG, preferably dealing with food products salesQualificationMust have a Bachelor degree in business or management related field.MBA degree in business or management related field is desirableCompetenciesCustomer CentricityCommunicating effectivelyOwnership & Result OrientationSelf and Team ManagementPlanning & Decision MakingCustomer ManagementBusiness Acumen – Financial and CommercialConsumer Analysis & Insights / Marketing ResearchBusiness DevelopmentSales & Marketing Management#J-18808-Ljbffr