Key Account Sales Incharge<p>Are you a results-oriented sales professional with a passion for driving growth in the FMCG, OTC, or Pharma industry? Join our dynamic team as a Key Account Sales Manager and take ownership of secondary sales, primary orders, and collections within your assigned territory.</p>Role Overview<p>As a Key Account Sales Manager (KASI), you will be instrumental in mapping territories, managing distributors, and building strong relationships with key accounts. Your primary focus will be to drive sales, manage channel partners, and ensure market control, all while adhering to established sales strategies and maximizing revenue growth.</p>Responsibilities:<ul><li>Business Development: Identify retail markets in assigned towns, drive coverage, and add new potential outlets to expand our market presence.</li><li>Ways of Working: Maintain a firm grip on the territory by working on retail beats six days a week. Achieve value and volume targets for suggested price-product mix while adhering to prescribed ways of working, MSL adherence, and SFA Usage guidelines.</li><li>Channel Partner Management: Manage channel partners through order billing, invoice settlement, and ensuring distributor adherence to required infrastructure and servicing norms, including hygiene standards. Take accountability for the credit-worthiness of outlets and ensure adherence to credit terms. Build strong relations with buyers and category managers, coordinating operational matters.</li><li>Market Control and Information: Coordinate timely delivery of orders in assigned markets. Monitor market-operating prices and any instances of cross-territory infiltration, taking appropriate action. Serve as the primary point of contact for resolving trade-related issues and escalating them as needed.</li><li>BTL Activities: Communicate and execute BTL activities with the trade. Oversee merchandising through merchandisers and report all data through prescribed tools and technology.</li><li>Revenue Growth and Market Share: Analyze data trends to prepare effective strategies for driving revenue growth in key categories and outlets. Ensure visibility execution and adherence as per market share and share of shelf norms. Work closely with merchandisers on hygiene check adherence.</li></ul>Key Result Areas and Performance Indicators:<ul><li>Revenue Growth: % Growth in Key outlet sales</li><li>Target Achievement: % Target achievement against budgets</li><li>Sales & Order Management: On Shelf Availability, Delivery OTIF %</li><li>Ways of working adherence: PJP Adherence, Bill cuts, MSL Adherence, Visibility execution, SFA Usage %</li></ul>Qualifications:<ul><li>Graduate degree.</li><li>Minimum of 3 years of experience in the FMCG/OTC/Pharma industry.</li><li>Well-versed with FMCG ways of working in the market, planning, and processes.</li><li>Proficient in distributor planning and ROI calculations.</li><li>Experience in front-end sales and merchandising.</li><li>Willingness to travel extensively.</li><li>Decent ability to analyze data using Microsoft Excel.</li><li>Must possess a smartphone with internet connectivity for SFA enablement.</li><li>Strong English speaking skills, with excellent communication, articulation, comprehension, listening, and observation abilities.</li><li>Demonstrated IQ (Logic/Reasoning) and persuasion skills.</li></ul> <h3>experience</h3>8
