RM

CavinKare - Key Account Manager
(2-6 yrs)
 #Sales

 #FMCG Sales

 #Key Account Management

 #Channel Management
Key Responsibilities :
- Develop and execute key account strategy for defined set

of key accounts with primary responsibility for sales and
driving Key account relationships
- Design a strategy for each key account based on USL

imperatives/Key Account understanding
- Manage profitability of the brands (working on the brand

contributions and cost cards)
- Develop a clearly defined TOT(Terms of Trade) agreement

for all Key Accounts
- Develop and ensure execution of a Quarterly calendar of

Trade marketing activities for Key Account with a clear
definition of programs and expected results
- Track and monitor performance of Key Accounts through

regular information gathering and Analysis; design plans to
block competitor activity
- Ensure availability of the entire portfolio of products in

POPs and respective outlets
- Ensure portfolio visibility across all channels and develop

innovative ways of increasing the same
- Select appropriate channels to push the products and

increase visibility vis - a - vis competitor
- Drive initiatives to increase the share of throat in the entire

channel through consumption driving strategies and draw
activity calendar for the channel to drive experience, and
visibility
- Manage local area promotion budgets effectively to ensure

optimum return on money spent
- Explore image building and alternate channel opportunities

of boosting volumes (gifting, cross-promotion, tie-ups,
events, promotions etc.)
- Plan for other business activities like volume/market share

and competition tracking
- Plan brand activations and regional activations
- Study data/trends of strategic accounts and plan

activations accordingly
- Build strong relationship with local sales, marketing

stakeholders, and Key Account Stakeholders
- Compile daily/weekly reports for brand's performance

analysis
- Coach and mentor the team; help design career path and
facilitate people development activities
Area Sales Manager - Modern Trade - FMCG/FMCD (3-6 yrs)
 #Sales
 #FMCG Sales
 #FMCD Sales
 #Modern Trade

 #Sales Planning
 #Distribution
Area Sales Manager - Modern Trade.
Require Area Sales Manager having rich experience in Modern Trade

Chains.
Should be willing to travel extensively and capable of opening new

accounts.
This position will overlook the sales contribution through the Modern Trade
channel in the given geographical area.
Key Deliverables:
- Handling sales through distributors to MT retail accounts like Big Bazaar,

DMart, ABRL, Spencers etc. Direct Cash and Carry accounts like Metro
Cash & Carry, Walmart etc.
- Handling value and volume sales for entire portfolio of products
Negotiation and generation of PO's from local buying managers through

team or self. Servicing of PO's in coordination with supply chain for Stocks.
- Ensuring 100% fill rates to MT accounts by managing stocks at

distributors and right forecasting.
- Managing listing in local key accounts, running of monthly promotions in

all accounts as per directions from RM/ KAM.
- Reconciliation of local sales promotions budgets/ Invoices with

coordination from Accounts and Finance team.
- Handling Trade Activation for MT Accounts in Mumbai for Merchandising

Activities like new launches, Visibility and Promotions conducted at the
account level.
- Handling Third party team comprising of Promoters and supervisors at the

outlet level for merchandising and offtakes of products.
- Analysis and studying competitors on timely basis.
Skills required:
- Candidate should have experience in sales of Modern trade of FMCD/G

Products.
- Should have market knowledge of entire region allocated.
- Should have successful background of Modern trade.
- Should have good communication, negotiation and presentation skills
- Should be confident, motivated and well planned
- Ability to multi task and work under pressure
- Excellent time management and organization skills.
- Flexibility in travel and time away from home.
- Highly motivated, flexible, self-starting and able to work on own initiative
- Excellent sales planning skills
Area Sales Manager - Modern

Trade - FMCG Consumer Major (3-
4 yrs)
 #Modern Trade


 #Sales

 #FMCG Sales

 #Sales Planning
ASM ( Modern Trade ) - India Leading FMCG Consumer
Major Co.
Planning & Budgeting :
- Develop & Execute Annual Business Plan for National &

Regional Accounts
- Ensure alignment and achievement of the planned targets

with accounts & units
- Manage and be custodian of budgets for Modern Trade/

Large format groceries
Market Execution :
- Responsible for monitoring & improving market share

across categories.
- Develop & Implement Annual Marketing Calendar based

on segmented approach through activations & consumer
promotions
- Drive Category Management initiatives with accounts.
- Monitor, Evaluate & Improve score (Measure of Execution)

in MT
- Develop Picture of Success, standard elements & selling

stories to cascade channel best practices.
- Impart training to unit teams for best in class execution &

international standards
Customer Collaboration :
- Manage Relationships & ensure Collaborative planning

with Accounts
- Ensure alignment of long term/short term plans by

conducting joint formal Business reviews with accounts
National & Zonal Teams.
- Setting up systems & processes for monitoring &

improving service levels - Reduce OOS, Improved Fill rates,
DSR tracking, Increased
- Direct Operations, Receivables & Credit Management
Candidate Requirement :
- MBA from top 15 B schools only preferred
- Modern Retail Experience is a mandatory
- Candidates From : FMCG / Food / Beverage / Consumer

care / Personal care products only apply
- Candidates from Mumbai and also those willing to relocate

to Mumbai, can apply

Trade - South - FMCG (3-8 yrs)
 #Sales

 #FMCG Sales

 #Modern Trade

 #Distribution

Responsibility :
1. Firm up sales development plan to drive month and

quarter priorities of the channel/region
2. Manage order generation through customers and order

execution. Led by field team, and closer working with supply
chain and KAM
3. Plan and Execute brand activation / channel activations at

store level by working closely with KAM, CMM, Customer
team
4. Responsible to ensure execution of merchandising KPIs

eg attendance, beat adherence, share of shelf (SOS),
availability, promo execution, asset execution &
management etc
5. Continuous team engagement to ensure high retention in

merchandiser & promoters
6. Train team to deliver differentiated and innovative

displays in the store
7. Brand level distribution, Range Selling (unique lines),

Dairy distribution, focus brands availability, in-store
execution (promo, visibility elements, activation KPIs),
secondary fill rate
8. Involves TOT planning & adherence, Business planning,

Market share deliverables
9. Competitiion understanding through customer

discussions and field visits
10. Ensure commercial adherence in promo execution from

distributors and pricing check at store
11. Claim management from distributor to commercial team;

and system through portal
12. Review and Reporting: Collate data and prepare reports

to track various parameters e.g. Sales Efficiency, Sales
Achievement and Champion's Scorecard and discuss with
the Team.

Trade - FMCG - IIM/MDI/ISB/FMS
(3-7 yrs)
 #Sales

 #Distribution

 #Modern Trade

 #FMCG Sales

Job Purpose:
This position will overlook the sales contribution through the

Modern Trade channel in the given geographical area.
Responsibility:
1) Handling sales through distributors to MT retail accounts

like Big Bazaar, DMart, ABRL, Spencers etc.; Direct - Cash
and Carry accounts like Metro Cash & Carry, Walmart etc.
and few independent self-service stores for an allocated
area.
2) Handling value and volume sales for the entire portfolio of

Personal Care, Homecare, Food and Lighting products of
Wipro.
3) Negotiation and generation of PO's from local buying

managers thru team or self. Servicing of in coordination with
the supply chain for Stocks.
4) Ensuring 100% fill rates to MT accounts by managing
stocks at distributors and right forecasting.
5) Managing to list in local key accounts, running of monthly

promotions in all accounts as per directions from RM/ KAM.
6) Reconciliation of local sales promotions budgets/ Invoices

with coordination from Accounts and Finance team.
7) Handling Trade Activation for MT Accounts in Mumbai for

Merchandising Activities like new launches, Visibility, and
Promotions conducted at the account level.
8) Handling Third party team comprising of Promoters and

supervisors at the outlet level for merchandising and
offtakes of products.
9) Analysis and studying competitors on the timely basis.
Skills/Qualifications:
1) Candidates with FMCG exposure at a managerial level
2) Education Qualification: MBA ( Tier I Bschools)
3) Experience:- 3 + years of experience in FMCG sales.

Modern Trade experience will be added advantage.
4) Good communication skills

Area Sales Manager - FMCG (5-10
yrs)
 #Sales

 #FMCG Sales

 #Distribution
Have to handle a team of 6-8 members of demonstrators,
Responsible for quality of demonstrations & owner

satisfaction,
Need high conversion from demo to sale.
Key Responsibilities:
- Lead from the front and keep the team motivated. In the
field the person has to shadow, mentor and train the team
members
- Manage the lead distribution from LMS to each team

member judiciously and ensuring closure on each lead in
the LMS reporting system on a daily basis
- Supervise the team for calling up customers to fix up
appointments for a demo at home from the leads provided
by LMS which get generated thru events Mall & RWA
Activations, MNC.in or contact centers.
- Ensuring time adherence of self and the team members
- Managing & delivering a high-quality customer experience

from the sales consultant /advisor perspective.
- Monitoring that all demo units are sparkling clean before

each demonstration at home.
- Ensuring that demonstration & Setting up the MNC

products is according to the customers needs &
requirements.
- Making sure that the team is delivering a high-quality

customer demonstration experience & is able to have a
relationship level
- Continuously building product knowledge and keeping

updated on any product developments within MNC and our
competitors.
- Actively building relationships with the team and the wider

support channels to further the success of MNC products
Person Specification:
- Experience of minimum 2 years in "Direct to Home selling

& team handling" is must.
- High level of customer service orientation required- a
desire to help or serve others, to identify, meet and exceed
their needs and expectations.
- Strong presentation and people skills required.
- Strong written, verbal and interpersonal communication

skills.
- Ability to build and maintain strong relationships with

people at all levels of a business.
- Experience to handle HNI clients preferred.
JOB DESIGNATION: Area Sales Manager
ABOUT THE COMPANY:
- Research has proved that providing employees with fresh

coffee and tea increases productivity in any office. A
vending machine, which dispenses fresh coffee at the touch
of a button, thus becomes an absolute necessity.
- Recognising the huge potential, Coffee Day Beverages

embarked on a dynamic journey to become the largest -
fresh milk - roasted coffee beans- vending chain with a
distinct brand identity of its own. Today, we have become
the largest player in the segment with over 43,000
installations across the country. And, we continue to grow!
We have made freshness an integral part of the vending
machine proposition. The best ingredients are used and
strict quality checks are performed to ensure consistent
quality of the coffee beans. This enables us to deliver the
satisfaction of a freshly brewed cup of beverage. Our reach
extends across the length and breadth of the country.
Locations including airport lounges, railway stations, road

transport hubs, petrol stations, malls, corporate, offices,
schools, colleges, hospitals, restaurants and hotels.
REPORTING: Sr. Manager/General Manager/Regional

Head
KRA:
1. Translating company's objectives in the Area/Region
2. Ensure Account Development with company's operational

procedures
3. Lead, motivate & develop team to maximize profits
4. Sustain and increase revenue inflow
Knowledge, Skills & Abilities :
- Excellent communication & influencing skill
- Financial awareness & understanding of P&L
- Ability to strategize & analyze reports
- Leading, Building & developing high performance team

- Excellent knowledge of market trends
Qualifications:
- MBA/PGDM - Marketing/sales Or any other related

programs
Exposure:
- 4+ years of relevant B2B experience
- Handled Institutional/Government/Retail / Corporate sales
- Experience in distributor and channel sales management,

Team management and Vendor Management
Duties & Responsibilities:
Financial:
- Will be responsible to for sales and targets in his area/

region.
- Handling all segments of sales i.e. B2B sales, SME,

Institutional and Retail.
- Sales forecasting and Budgeting
- Monitoring of sales outflow
- Responsible for maximizing ROI of the region.

- Distribution and channel management
- Liaison for closure of key accounts.
- Reviewing business performance in line with budgetary

control
Process and customer orientation:
- Develop marketing and promotion ideas to increase sales.
- Ensure smooth support functions and further integration

with sales team.
- Competitor analysis
- Distribution management.
- Market Intelligence.
- Statutory requirements
- Ensure the SOPs are followed throughout the region.
- Integrity and strong on cost saving orientation.
Regional Manager - Modern Trade

- FMCG (8-15 yrs)
 #Sales

 #Modern Trade

 #FMCG Sales

 #Sales Strategy

 #Trade Sales

MBA with 8-10 years experience, at least 5 years exposure
to Modern Trade format from FMCG background.
- Prepare the Modern Trade sales strategy & growth plans

in line with business strategy
- Align and execute trade marketing and trade promotions

interventions with the modern trade sales strategy and
overall business strategy.
- Lead resource for planning portfolio growth initiatives with
accounts, assortment planning, launch planning and
execution, development and execution of Joint Business
Plans.
- Category management and Promotion planning.
- Driving operational efficiency for modern trade channel.
- Monitoring performance and taking corrective actions
- Responsible for achieving planned sales by channel and

customer
- Achieving consistent growth by managing various internal

and external stakeholders
- Work within allocated promotional cost and ensure

effective spending in driving sales and brand building.
- Lead resource for planning and negotiating for in-store

activations, merchandising, sell-out plans with the accounts
- Negotiate favorable annual trading and logistic contract

with chain
- Provide trade information, competitor's activities and

market intelligent to company
- Manage Accounts receivables, Responsible for debt

collection and resolve all long outstanding debts.
- Resolve customer's trade issues, complaints and
operational matters.
- Manage a large workforce
- Manage and review outstation outlets through frequent

market visit and liaising with local Sales Management
- Work closely with Key Account Managers in achieving

company's objective and vision.
- Key Strategic Inputs

Head - Modern Trade - FMCG (8-12
yrs)
 #Sales Head

 #Modern Trade

 #Sales


 #FMCG Sales

 #Institutional Sales
 #Sales Planning

 #Sales Strategy


Planning & Strategizing:
- Develop account strategy, including forecasting of

challenges and enablers for the client relationship
- Develop strategic initiatives in Modern Trade and

Institutions to increase volume and market shares including
decisions on focus products and key variants
- Identify new business opportunities, conduct central

negotiations and take forward to a sale
- Contribute to the annual business planning process

through accurate revenue forecasting for every account
- Plan and implement business development initiatives to

increase account wise sales and negotiate with the client on
pricing, SLAs
- Ensure that initiatives are in line with the company strategy
and product/ pricing/ marketing guidelines
- Budget overall spends and allocate to the accounts
Policy and Process Design, Implementation and Review
- Design the sales strategy for modern trade
- Oversee implementation of key marketing initiatives in

modern trade/CSD to ensure adherence on costs, volume/
market share, product perceptions
- Oversee introduction of products in key accounts
- Ensure brand visibility across key accounts
- Incorporate process improvements in the account

management process
- CreateKey Account MIS and ensure continuous tracking

and timely submission
Coordination and Interface :
- Interface with sales head to ensure communication of

pricing decisions and product performance
- Maintain healthy client relations, resolve queries/ issues,

ensure capture of needs and discuss contracts and new
business.
- Interface with Marketing team to communicate key account
feedback and response
- Collaborate with supply chain to ensure on time delivery
- Agree on service levels with the customer through

contractual agreements and communicate to sales and
marketing heads
Key Account Manager - FMCG -
PAN India Operations (3-5 yrs)
 #Sales

 #FMCG Sales


 #Modern Trade

 #Distribution
- Handling sales through distributors to MT retail accounts
like Big Bazaar, DMart, ABRL, Spencers etc. Direct Cash
- Handling value and volume sales for entire portfolio of

products
- Negotiation and generation of PO's from local buying

managers through team or self. Servicing of PO's in
coordination with supply chain for Stocks.
- Ensuring 100% fill rates to MT accounts by managing

- Managing listing in local key accounts, running of monthly

- Reconciliation of local sales promotions budgets/ Invoices

- Handling Trade Activation for MT Accounts in Mumbai for

Merchandising Activities like new launches, Visibility and
- Handling Third party team comprising of Promoters and


Key Account Manager - FMCG -
PAN India Operations (3-5 yrs)
 #Sales

 #FMCG Sales


 #Modern Trade

 #Distribution
like Big Bazaar, DMart, ABRL, Spencers etc. Direct Cash

products

managers through team or self. Servicing of PO's in




Job Responsibilities:
- You will have to develop Joint Business Plans along with

customers through alignment of organizational and
customer objectives
- You will build and maintain relationships with key

customers at the central, regional and store level
- You will develop and implement high-level terms of trade

through adoption of structured negotiation process
- You will channelize company and customer investments
towards achievement of JBP objectives
- You will be responsible for planning and execution of in-

store Point of Sale activities like inventing impactful visibility
and running promotional offers
- You will work with customer service to track orders,

troubleshoot, and achieve customer service through Key
Performance Indicators :
- You will coordinate with the marketing team in introducing

best practices and bringing-in changes, which promote
better brand saliency
Key Deliverables :
- Attainment of business and brands goals set for

designated chains/cluster
Key Competencies :
- Modern Trade - Business understanding and ways of

working
- Analytical skills to do gap/opportunity analysis (category-

wise)
- Knowledge of evaluation tools to assess investments

invisibility and promotions
- Understanding of merchandising as tool to influence
shopper's choice
Key Relationships:
- Internal: Modern Trade and Key Accounts Chains,

Marketing, Sales Development, Supply Chain and Regional
Sales Team
- External: Vendors
- Physical Demands:
- Travel will be need-based
Education:
MBA
L'Oreal is committed to building a diverse environment and

is proud to be an equal opportunity employer.L'Oreal closely
prohibits discrimination against any employee or applicant
for employment because of the individual's race, color,
religion, gender, sexual orientation, gender identity or
expression, national origin, age, disability or any other
characteristic protected by law.
Key Account Manager - Modern

Trade - Personal Care (2-12 yrs)

 #Sales

 #Modern Trade


 #FMCG Sales
Urgent Hiring for - Key Account Manager ( Modern Trade-
Personal Care ) for our company.
Position: Key Account Manager - Modern Trade - Hip Hop

Brand
Location: - Mumbai, Head Quarter
Reporting to: - Vice President of the company / CEO /

Managing Director .
Team- Cross Functional
Role & Responsibility :

Leadership / People management Skills
- Should have the passion and entrepreneurial spirit to build

this business
- Should be able to make good decisions in support of

strategy delivery.
- Should be having a pleasing personality & flexible attitude

of working with multi- cultural people and creating a
motivational environment for more.
- Should be very good at negotiator, hence able to list our

products at the best of TOT and hence make our products
visible.
- Displays high integrity and honesty
- Solves problems and analyses issues
- Drives for results within the TAT
- Communicates powerfully and prolifically
- Attention to detail
Education & Experience:
- The incumbent should have strong modern trade

experience with FMCG industry experience of around 3 to 4
years
- Preference for someone with experience in the Personal
Care space or in a similar Brand of products as that of Hip
Hop
- Looking for someone who has relations with all chains like
Big Bazar,Dmart,Hyper city, Star Bazaar, Health
&glow,Haiko,Medplus,Apollo,Wellness forever & Noble. And
have also involved in E-commerce tie ups.
- Preference for someone who has supervise Beauty

Advisor team
Region responsibility :
The position is for West Key Account Manager and will be

based in Mumbai and has to travel to Gujarat & ROM.
Trade - FMCG -
IIM/FMS/SCMHRD/SIBM/XIMB (3-6
yrs)
 #Modern Trade

 #FMCG Sales

 #FMCD Sales

 #Sales Strategy

 #Sales

 #Distribution

Candidates from IIM/FMS/SCMHRD/SIBM/TAPMI/XIMB
Only
Should be from FMCG/FMCD/F&B
This position will overlook the sales contribution through the

Modern Trade channel in the given geographical area.
Responsibility:

like Big Bazaar, DMart, ABRL, Spencers etc.; Direct Cash
and few independent self service stores for allocated area.

Personal Care, Homecare, Food and Lighting products of
wipro.

managers thru team or self. Servicing of PO's in





Skills/Qualifications:
Candidates with FMCG exposure at a managerial level

Education Qualification: MBA ( Tier I Bschools)
Experience: 3 + years of experience in FMCG sales.

Modern Trade experience will be added advantage.
Key Account Manager - Modern

Trade - FMCG - IIM/MDI/ISB (4-8
yrs)
 #Sales


 #Modern Trade

 #FMCG Sales

 #Sales Operations
We have an opening for Key Account Manager-MT (West +
North) for Mumbai Location
Please find below the job details :
Designation : Key Account Manager-MT (West + North)
No of Position:-1
Reporting to:- Modern Trade Head
Location- Based At Mumbai
Area to Be Covered : Will be the responsible for West &

North
Education : Graduate + MBA / PGDM from Premium B

School only
Work Experience : 4-6 years of Experience in Key Accounts

Management-MT for FMCG and Modern Trade
Industry Preference : FMCG (Food/Non Food)
Job Responsibility :
- Managing Modern Trade Key accounts business for

National Retail Chains. (Reliance Retail, ABRL, Reliance
Market, D Mart, Tesco- Star Bazaar, Vishal Mega Mart,
Hypercity, Future Value Retail, Walmart Retail).
- Joint Business Plan with Key National Accounts to set the

Account wise objective for the current financial year and
develop the tools to achieve the same.
- Planning internal marketing calendars of Promotions,

Activations and New Product introduction and aligning the
same with chains and ensuring implementation through
Sales Operation Team.
- Activation budgeting for all national accounts and ensuring

adherence and optimum utilization of budgets in all National
accounts.
- Ensuring complete Master Hygiene and designing GTM for

National chains to achieve more than 90% fill rate across
chains through coordination of Key Accounts Executives,
Supply chain team and Sales Operation Team.
- Review of performance with National chains on Quarterly

basis to analyze current performance basis plan and
incorporate changes if required in yearly plans.
- TOT development, discussion and closure with all National

Accounts on yearly basis in coordination with the National
Accounts Head.
- Delegation of responsibility to Key Accounts Executives

and motivating them to achieve the objectives set for their
accounts.
- Internal Alignment with the Brand Managers to ensure our

brand objective always gets achieved in Modern trade
accounts.
Key Skills:-
- Strong communication & negotiation skills and with an

approach of leading.
- Should be working as a Key Account Manager
- Smart Knowledge of particular area with good brand only
- Should be open for travelling and should have good

networking presentation and team management skills.
If you are interested then please send me your updated Cv

with following details
Key Account Manager - National (MT)
General Mills, Inc.
5 - 8 yrs
Mumbai
Apply
Not Disclosed by Recruiter Posted 79 days agoJob Applicants: 1261Job
Views: 1401
Job Description

Send me Jobs like this
Position Overview:
This position is responsible for National Key Accounts (Modern
Format Stores).Maintaining relationships with key accounts in
order to achieve profitable results. Benchmarking competitors and
suggesting business strategies for the growth of existing / new
businesses line with the objective of achieving exponential
penetration and profitability with Key Accounts.
This role will be responsible for : -
Formulating the modern trade sales strategy & ambitious growth

plans in line with business strategy.
Building long term relationships with strategic partners and
negotiating favorable terms of trade with them.
Designing trade marketing and trade promotion interventions with
the modern trade sales strategy and overall business strategy.
Developing category management strategies to enhance selling
effectiveness.
Driving breakthrough visibility for our categories through
formulating future ready merchandising and planogramming
strategies.
Formulating effective sales policies and procedures specific to the
modern trade channel.
Achieving planned sales by channel and customer.
Ensuring effective spends in driving sales and strengthening our
brands.
Creating strategies and making recommendation in driving
strategic brand sales
Launching new products as per plan within allocated budgets /
resources Key Interfaces:
Key Account Manager

CavinKare
2 - 6 yrs
Mumbai
Apply
Not Disclosed by Recruiter Posted 46 days agoJob Applicants: 2000+Job
Views: 3000+
Job Description

Key Responsibilities :
- Develop and execute key account strategy for defined set of key
accounts with primary responsibility for sales and driving Key
account relationships
- Design a strategy for each key account based on USL

imperatives/Key Account understanding
- Manage profitability of the brands (working on the brand

contributions and cost cards)
- Develop a clearly defined TOT(Terms of Trade) agreement for

all Key Accounts
- Develop and ensure execution of a Quarterly calendar of Trade

marketing activities for Key Account with a clear definition of
programs and expected results
- Track and monitor performance of Key Accounts through regular

information gathering and Analysis; design plans to block
competitor activity
- Ensure availability of the entire portfolio of products in POPs and

respective outlets
- Ensure portfolio visibility across all channels and develop

innovative ways of increasing the same
- Select appropriate channels to push the products and increase

visibility vis - a - vis competitor
- Drive initiatives to increase the share of throat in the entire

channel through consumption driving strategies and draw activity
calendar for the channel to drive experience, and visibility
- Manage local area promotion budgets effectively to ensure

optimum return on money spent
- Explore image building and alternate channel opportunities of

boosting volumes (gifting, cross-promotion, tie-ups, events,
promotions etc.)
- Plan for other business activities like volume/market share and

competition tracking
- Plan brand activations and regional activations
- Study data/trends of strategic accounts and plan activations

accordingly
- Build strong relationship with local sales, marketing

stakeholders, and Key Account Stakeholders
- Compile daily/weekly reports for brand's performance analysis
- Coach and mentor the team; help design career path and
facilitate people development activities.
Executive Sales - Mordern Trade - Nagpur
Mondelez India Foods Private Limited
1 - 3 yrs
Mumbai
Apply
Not Disclosed by Recruiter Posted 23 days agoJob Applicants: 69Job
Views: 157
Job Description

Mondel z International LLC is a US$26 billion snacking
powerhouse with operations in more than 80 countries and our
brands marketed in 165 countries. It s a great time to join us; we
employ over 100 , 000 people around the world and are a
company full of the world s favourite brands - Cadbury Dairy Milk ,
Philadelphia and The Natural Confectionery Company to name
just a few. As well as the countless opportunities our business
brings , we have fantastic people who do amazing things for our
business and their own careers , every day.
Reports to : Area Sales Manager / Asst. Manager

Avg Business handled : 8 - 12 cr pa
Team span : 8 - 16 Salesmen / Sales Representatives
Some of the key accountabilities for this role will include (but are
not limited to):
Position Overview
To generate demand at point of buying and deliver on Key

Performance Areas like Value and Volume Achievement ,
Placement and Visibility Execution , Process Adherence , Team &
Key Stakeholder Management.
A Sales Executive s role in Traditional Trade concentrates on

achieving targets through best in class execution and service in
Retail and Wholesale outlets. With the potential of booming
growths in the non - metro cities , towns and villages , outlet
coverage and new town expansion is a key focus area. Besides
this , the role - holder will be responsible for maintaining
commercial hygiene as well as stock hygiene. Finally , real impact
of the role is seen through building and maintaining effective
relationships with the Distributor , Distributor Salesmen , Pilot
Salesmen as well as within his Line Manager team.
Position Accountability Summary:
Meeting Sales Targets:

To achieve volume & value sales of products across categories ,
outlets , geographies & towns.
Ensuring Distribution & Visibility:

To ensure distribution across RLAs & Wholesalers
Drive numeric distribution & expand new outlets & Wholesalers.
Execute high - class visibility as per defined norms across retails
outlets & Wholesalers.
Maintaining Commercial Hygiene
To coordinate commercial activities , ensure timely collections ,
restrict cheque bouncing and timely claim submission
Monitor and maximise Customer investment effectiveness
Distributor Management
To align & drive the RD system towards targeted Goals &
Objectives as aligned with the company.
Ensure CRS and PDP compliance
Ensure freshness of stock
To ensure timely RD uploads on Company software
Team Building & Motivating

To manage and ensure training and development of his team of
Re - Distributor Salesmen , Merchandisers & Pilot Salesman.
To ensure maximum incentive earnings for RDSM & Pilot team
Minimize attrition among RDSM and Pilots
Depot & Stock Handling

To manage inventories , FIFO , freshness of stock & Inventory
Health Index as per company norms
To liaise with ASM / AM & Commercial department to ensure
timely feeds to the stockist and take action in the event of
damaged stock.
Others
To provide market intelligence , monitor competitor activities and
awareness on the competitor s strengths and weakness.
To participate in product launches and promotional activities.
To maintain and leverage strong relationships with Retailers &

Wholesalers.
Focus Areas
Meeting Sales Targets
Ensuring Distribution & visibility
Ensuring Distribution & visibility
Maintaining commercial hygiene
Team building & motivating
Distributor Management
Key Stakeholders:
Distributors & Distributor Sales men
Commercial Department at Branch
Key Account Manager – Modern

Trade
Coca Cola Pinya Beverages Myanmar Ltd
The Coca-Cola Company is the world’s largest beverage

company, refreshing consumers with more than 500
sparkling and still brands. Our Company and bottling
partners are dedicated to our 2020 Vision.
Hlaingthaya, Yangon 05 July 2017

Job Reference: MJ1495183571361
Job Title : Key Account Manager – Modern Trade
Reports to : Key Account Director
Summary : Management of Modern Trade Accounts

involving contract negotiations, delivering profitable
business for internal & external customer, executing PICOS
for each customer & constantly identifying levers for
growing business in MT. Oversee and guide all related
activities at a national level for modern trade.
Prioritized Responsibilities
• Monitor compliance to HIA signed with all MT accounts

• Develop and execute the approved promotion calendar
for MT
• Execute the agreed PICOS in each store across the
country
• Train frontline team to execute as per RED standards
• Sign JBP with top 3 accounts in MT channel and review
the same on a monthly basis
Budgeting
• Tracking of DME spends, volumes and NSR against ABP
• Planning and forecasting for key packs, after aligning
with customers and sharing these forecasts to supply chain
team
Business Analysis
• Identify gaps & growth opportunities on the basis of
scan data received from accounts
• Monthly business reviews and engagement with all MT
accounts
COMMUNICATION COMPLEXITIES:
External- Customer, vendors and agencies – negotiations

and briefing
Internal – Supply chain, finance, logistics teams
ANALYSIS: Scan data analysis to identify growth and market

share opportunities
JUDGMENT AND DECISION MAKING: Negotiations within

financial parameters and then escalated to Director.
Customer strategy and channel strategy.
INNOVATION: New processes e.g. ordering and payment
SUPERVISORY RESPONSIBILITIES: Train, coach and evaluate

performance of Key Account Supervisors
QUALIFICATIONS / COMPENTENCIES / SKILLS:
• Objective Analytical Thinking

• Works effectively with others and influences others
• Takes Initiative to deliver results
• Lives the values
Key Account Manager - National

(Modern Trade & IFT)
FrieslandCampina Myanmar Co.,Ltd
FrieslandCampina is one of the world’s five largest dairy

companies, with roughly 20.000 employers and an annual
revenue of 11.4 billion euro.
Every day Royal FrieslandCampina provides millions of

consumers all over the world with dairy products containing
valuable nutrients. Today we are serving the Myanmar
Market with brands like Dutch Lady, Foremost, My Boy,
Falcon and Yomost
Read more >
Hlaing, Yangon 12 June 2017
Job Reference: MJ1485230257396
1. Ramp up Modern trade
- Responsible for preparing annual strategy (Availability,
Visibility and Activation). Use JBP approach to implement it
across all modern trade accounts.
- Implement an integrated category management to
enhance FCM position in modern trade channel.
- Work closely with Consumer Marketing, Trade Marketing
and other sales sections to effectively plan and implement
appropriate and integrated promotional activities in all
modern trade accounts to maximize sales volume.
- Responsible for the consolidation and development of a
healthy and effective relationship between FCM and all
modern trade accounts to ensure best sales terms and
conditions.
- Ensure that all merchandising and promotional schemes
are implemented in line with the company market share
position.
- Manage and control all trade spend within agreed budgets
- Ensure minimum service level and minimize Out-Of-Stock
- Implement right portfolio
- Understand customer retail strategy and fit FCM’s category
strategy into it
2. Managing IFT business

- Initiates JBP with DKSH and holds quarterly business
performance review.
- Responsible for the implementation of widest and effective
direct and indirect coverage for IFT category.
- Ensures optimum replenishment of inventory in DKSH.
- Review DKSH performance based on the agreed set of
KPIs
- Plan for promotion and discount across channel both
Health Care and Consumer Goods
- Provide market intelligence and create an action plan
- Drive high growth specific channel development
- Leverage the work of the Nutritional Team to maximize
sales
- Drive high growth specific channel development
- Leverage the work of the Nutritional Team to maximize
sales

RM

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CavinKare - Key Account Manager

 #Key Account Management

- Develop and execute key account strategy for defined set

- Design a strategy for each key account based on USL

- Manage profitability of the brands (working on the brand

- Develop a clearly defined TOT(Terms of Trade) agreement

- Develop and ensure execution of a Quarterly calendar of

- Track and monitor performance of Key Accounts through

- Ensure availability of the entire portfolio of products in

- Ensure portfolio visibility across all channels and develop

- Select appropriate channels to push the products and

- Drive initiatives to increase the share of throat in the entire

- Manage local area promotion budgets effectively to ensure

- Explore image building and alternate channel opportunities

- Plan for other business activities like volume/market share

- Plan brand activations and regional activations

- Study data/trends of strategic accounts and plan

- Build strong relationship with local sales, marketing

- Compile daily/weekly reports for brand's performance

Area Sales Manager - Modern Trade - FMCG/FMCD (3-6 yrs)

Area Sales Manager - Modern Trade.

Require Area Sales Manager having rich experience in Modern Trade

Should be willing to travel extensively and capable of opening new

- Handling sales through distributors to MT retail accounts like Big Bazaar,

- Handling value and volume sales for entire portfolio of products

Negotiation and generation of PO's from local buying managers through

- Ensuring 100% fill rates to MT accounts by managing stocks at

- Managing listing in local key accounts, running of monthly promotions in

- Reconciliation of local sales promotions budgets/ Invoices with

- Handling Trade Activation for MT Accounts in Mumbai for Merchandising

- Handling Third party team comprising of Promoters and supervisors at the

- Analysis and studying competitors on timely basis.

- Candidate should have experience in sales of Modern trade of FMCD/G

- Should have market knowledge of entire region allocated.

- Should have successful background of Modern trade.

- Should have good communication, negotiation and presentation skills

- Should be confident, motivated and well planned

- Ability to multi task and work under pressure

- Excellent time management and organization skills.

- Flexibility in travel and time away from home.

- Highly motivated, flexible, self-starting and able to work on own initiative

- Excellent sales planning skills

Area Sales Manager - Modern

Planning & Budgeting :

- Develop & Execute Annual Business Plan for National &

- Ensure alignment and achievement of the planned targets

- Manage and be custodian of budgets for Modern Trade/

- Responsible for monitoring & improving market share

- Develop & Implement Annual Marketing Calendar based

- Drive Category Management initiatives with accounts.

- Monitor, Evaluate & Improve score (Measure of Execution)

- Develop Picture of Success, standard elements & selling

- Impart training to unit teams for best in class execution &

- Manage Relationships & ensure Collaborative planning

- Ensure alignment of long term/short term plans by

- Setting up systems & processes for monitoring &

- MBA from top 15 B schools only preferred

- Modern Retail Experience is a mandatory

- Candidates From : FMCG / Food / Beverage / Consumer

- Candidates from Mumbai and also those willing to relocate

Area Sales Manager - Modern

1. Firm up sales development plan to drive month and