Key Account Manager

JOB PURPOSE

To diligently execute all KPIs pertaining to Key Account Management of assigned customers to ultimately grow every brand/category distributed by TCS and improve ROI of every spend through efficient collaboration with all stake holders i.e. Principals, Customers and internal TCS divisions.

1.        MINIMUM QUALIFICATIONS/EDUCATION/EXPERIENCE/TRAINING/KNOWLEDGE

·        MBA  or minimum Graduate in any discipline (preferably commerce)

·        Upto 2 years of Sales/Trade marketing Management experience in local FMCG market or 5 years as Key Account Executive or 3 years as MT Sales Supervisor.

·        UAE driving licence.

·        Fluency/working knowledge in MS Office.

·        Numerical skills

·        Open mind with quick learning abilities

·        Creative acumen and eye for business development opportunities.

·        Planning, Organisation & Leadership skills

·        BDA negotiation skills

·        Team management/Training/Coaching

·        Positive thinker, good enthusiasm & energy levels, interpersonal skills,

·        Communication/presentation skills, Listening skills, problem solving, analytical thinking, objecive-setting, go-getter, creativity, risk-taker.

·        Written & spoken English, spoken Hindi

·        Preferred Knowledge/Skills: SAP system application, Category management, spoken Malayalam/Arabic

2.        KEY DIMENSIONS AND RELATED JOB RESULTS

 FINANCIAL & OPERATIONAL:

Lead and develop assigned set of Key Accounts through below KPIs,

·        Achieve sales volume/value & market Share targets

·        Negotiate and close all BDAs latest by end March every year after winning in each BDA.

·        Ensure all BDAs are mirrored instore resolving gaps if any.

·        Negotiate SOS as per market share (as a minimum)

·        Achieve targeted spends by maximizing ROI in every investment.

·        Mirror the strategies of our Brands (& Principals) in every negotiation/BDA

·        Closely liaise with sales & merchandising teams to ensure excellence in execution.

·        Map distribution by sku/Account to minimise lost sales.

·         Have structured & frequent interface with sales managers to highlight gaps

·        Robust activation calendar in close coordination with sales team and trade.

·        Monitor competition closely to share market feedback.

·        Analyse performance and share actionable feedback with team

·        Proactively use ACN audit reports to improve outputs in every assigned Key Account.

·        Lead and Close all accounts receivable elements with every customer within 1 week of payment receipt date.

·        Quarterly business reviews with trade.

·        Ensure all trade spends are pre-approved and authorized in writing.

·        Comply with all internal & external SOPs with regard to control and spend of all trade budgets, to avoid any over-spend.

·        Lead, develop, train & manage team of direct reportees.

·        Record Minutes of every productive/formal meeting with Principals and Customers & circulate the same with relevant contact points ,  internally & externally promptly following up on all agreed action points.

·        Spend 70% time in trade.

WORK ETHICS

·        Harmonious working relationship with all external and internal stakeholders.

·        Maintain 100% confidentiality of TCS sensitive information  at all times, avoiding sharing the same with irrelevant stakeholders.

·        Ensure due importance is given in time, discipline, interaction & communication with all Principals, particularly with FCME & PVM Delegates, to avoid any complaints from them in these areas.

·        Comply with all set SOPs of TCS.

3        KEY COMPETENCIES

·        Quick learner with strong perseverance skills.

·        Good eye for opportunities (new space/listings etc.)

·        Good acumen in analysing trends, product mapping, relisting

·        Proficiency in Preparing, measuring, tracking (filling gaps) and achieving target by keeping good grip on execution and improving ROI of spends.

·        Full understanding of dynamics of FMCE products/trade in UAE.

·        Dynamic & Energetic team player with an open, positive & curious mind

·         Efficient, Result-Oriented with good problem-Solving skills

·        Very communicative and expressive.

·        Productive time management.

.      SAFETY AND ENVIRONMENT RESPONSIBILITY 

a)      Safety Responsibilities:

·        Taking reasonable care of own safety, the safety of coworkers, customers, vendors and visitors.

·        Learning to work safely and adhering in all circumstances to company safety rules and requirements.

·        Wearing all required personal protective equipment.

·        Reporting all accidents, injuries, illnesses, any near misses, unsafe actions and conditions which causes or may cause an injury or damage to supervisor immediately.

·        Avoiding acts or omissions which may cause unsafe situations.

·        Attending training and awareness sessions provided by the company to carry out tasks competently and safely.

·        Contributing to promote safety culture in the workplace.

·        Being an advocate for health and safety by aligning new hires and vendors on safe work practices and lead by example.

b)      Environment Responsibilities:

·        Engage in environmentally conscious practices such as waste segregation, energy & water conservation, while collaborating on initiatives that advance our sustainability goals.

·    Participate in training or workshops on sustainability practices and stay informed about environmental issues.

·     Report any practices, environmental hazards or violations within the organization that may adversely affect the environment.

·  Support and promote a culture of sustainability by educating new hires, subcontractors and visitors on the company’s environment policy and lead by example.

1.Excellent communication and negotiation skills
2. Strong sales and business development abilities
3. Relationship management expertise
4. Strategic planning and organizational skills
5. Analytical and problem-solving capabilities
6. Ability to understand market trends and customer preferences
7. Proficiency in using CRM software and other relevant tools
8. Team leadership and collaboration skills
9. Goal-oriented and results-driven mindset
10. Adaptability and resilience in a fast-paced environment.