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/AIn specific locations, the pay range may vary from the range posted.