Job Title

Area Manager – Key Accounts – North+East || South

Job Level

5A

Location

Delhi || Hyderabad/Bangalore

Business Unit

WG&S India

Function

Commercial

Leader

National Key Accounts Manager

People Leadership

No

Role Purpose

To maximise distribution and execution of promotional activity and sales of the WG&S portfolio in identified top imagery accounts in On premise – segmented as Key Accounts and would be the lighthouse channel for their respective Regions. This will include feedback to National Key accounts / Customer Marketing Head on competition activities, M&E learnings of past activities and customer/consumer / market specific suggestions for localization to ensure impactful and high ROI bespoke activities for increasing Distributions and Market share in Key accounts. Ensure listing of brands at recommended selling prices, price change / agreement notifications to accounts as well as Distributors who service them, be part of the Joint up business plans, Quarterly follow up reviews and inputs to NKAM/ Head CM in closing annual tie-ups, ensuring RTM’s service KA’s as a priority in allocating high end luxury SKUs, working closely with the regional commercial and customer marketing teams. Ensure execution and measuring implementing of Minimum and Activation Execution standards.

Build portfolio and rate of sale in this priority and showcase channel of premium/ luxury key accounts.

Accountabilities

· Develop and manage key relationships at account level with key decision makers for respective national/ regional accounts/ chains / standalone lighthouse   accounts like - 5 star / clubs/ Lounges etc.

· Accountable for Volume and NSV delivery of the portfolio for the assigned accounts.

· Execute and Measure Brand building, Availability, Visibility, Quality, Price, Activation and Promotion in these key accounts.

· Build strong relationships with key customers in accounts to enhance long term business opportunities. Including with high profile business owners, General Managers and F&B directors.

· Ensure clarity on central purchase contracts /Annual rate contracts with customers/ distributors for smooth on-going service.

· Ensure/ provide inputs on RTM to Key Accounts in partnership with regional channel sales ensuring effective service to the channel , budget deployment , distributor team focus managing both internal and external stake holders

· To deploy & manage A&P and trade spend budget for key accounts as per activation calendar by activity-Brand.

· Drive initiatives to increase share of voice in assigned accounts with through the line activation including trial generation, being the choice of brand in Banquets, effective drink strategy deployment etc.  

· Ensure execution of a monthly activation calendar for key account with a clear definition of programs and expected results, monitor measure and evaluate investments.

· Increase visibility of brands at the point of decision in the outlet and other brand building collaborations. Actively participate in promotions and events, which often occur in the evenings or on weekends.

· Be visible at key local events and participate where the opportunity fits our brands strategy, including the execution of national campaigns in home territory.

· Responsible for sales objectives, including basic account management, new distribution and program development & execution

Values

Core Competencies: To be reviewed and inserted

Deciding & Initiating Action

· Makes prompt, clear decisions which may involve tough choices or considered risks

· Takes responsibility for actions, projects and people

· Takes initiative and acts with confidence

· Initiates and generates activity

Leading & Supervising

· Provides others with a clear direction

· Sets appropriate standards of behaviour

· Delegates work appropriately and fairly

· Motivates and empowers others

· Provides staff with development opportunities and coaching

· Recruits staff of a high calibre

Persuading & Influencing

· Makes a strong personal impression on others

· Gains clear agreement and commitment from others by persuading, convincing and negotiating

· Promotes ideas on behalf of self or others

· Makes effective use of political processes to influence and persuade others

Delivering Results & Meeting Customer Expectations

· Focuses on customer needs and satisfaction

· Sets high standards for quality and quantity

· Monitors and maintains quality and productivity

· Works in a systematic, methodical and orderly way

· Consistently achieves project goals.

Applying Expertise & Technology

· Applies specialist and detailed technical expertise

· Develops job knowledge and expertise through continual professional development

· Shares expertise and knowledge with others

· Uses technology to achieve work objectives

· Demonstrates appropriate physical co-ordination and endurance, manual skill, spatial awareness and dexterity

· Demonstrates an understanding of different organisational departments and functions

Coping with Pressures & Setbacks

· Works productively in a pressurised environment

· Keeps emotions under control during difficult situations

· Balances the demands of a work life and a personal life.

· Maintains a positive outlook at work.

· Handles criticism well and learns from it.

Skills and Qualifications:

· 6-8 years of experience in Sales with a min of 3 years in HORECA/ Institutional sales preferably across markets in India.

· Collaborator par excellence to manage internal matrix with proven commercial acumen

Personal Characteristics –

· Customer/ relationship oriented.- Confident presence and in person professional appearance.

· Skilled negotiator - Ability to influence and persuade

· Strong communicator-Written and verbal communication, including solid presentation skills.

· Effective use of networking and strong interpersonal skills.

· Results oriented- Demonstrable track record of performance and delivery.