National Account Manager

November 20

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Abbott

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Nutrition • Diagnostics • Medical Devices • Branded Generic Pharmaceuticals

10,000+ employees

Founded 1888

⚕️ Healthcare Insurance

🧬 Biotechnology

Description

• Overall responsible for handling the Modern Trade & CSD business in India which would include: • Driving sales • Financial Management (including managing individual account / business P&L& the SG&A) • Annual Business Planning and review • Relationship Management • Ensure stock planning and fill rate levels • Meeting the top line sales objective with Modern Trade & CSD • Overall responsible for sales across the country. • Interacting with the Brand Teams and developing business plans in sync. • With the brand strategy. • Ensuring stock availability (fill rates of 85%) at all the outlets with a high degree of forecasting accuracy. • Managing the Customer-wise profitability with Modern Trade & CSD. • Setup a model to measure each Account profitability. • Ensure that resources including manpower are utilized in the most cost efficient manner. • Ensure activities with key accounts are done to maximize returns for ANI. • Ensure collection is done for direct customers as per the company norms and facilitate wholesaler’s collection for indirect customers. • Drive Category Management with Modern Trade • Work with activation and Accounts to do a shopper study on the category. • Use inputs from the shopper study to take the role of “Category Leader” with top Accounts. • “Category Leader” would involve advising the account on category layout, plannogramming, and special SKU’s, jointly working on exclusive promotions, etc. and overall enhancing category profitability and growth. • Deliver the Perfect Punch in terms of Modern Trade & CSD • New products introduction. • Pack changes. • Price increases. • Enrolment of new outlets. • Consumer promotions and other activities. • Develop a strategic business plan for Modern Trade that would cover the following aspects: • Margins. • Visibility. • Exclusive SKU strategy. • Agreement for activation activities. • Explore the possibility of enhancing the product portfolio by developing exclusive SKU’s & importing international brands • Use insights of shopper studies to develop different SKU’s for modern trade. • Scan the products available in the international market and look at the possibility of importing the same to sell exclusively through the modern chain outlets in India. • Setup a high performing team to manage Modern Trade & CSD • Attract and retain the best talent. • Develop competencies of the Sales Team with a strong training program. • Have a strong succession plan in place. • Enrich the team with technology to have a cutting edge. • Setup world class processes to handle Modern Trade & CSD • Liaise with international coordinators to ensure accounts strategy is in sync. with the global accounts. • Setup world class processes. • Scan the environment and ensure that ANI is the first to exploit advent of a new international modern trade chains. • Provide strategic inputs to the organization on the Modern Trade Modern trade potential in future. • Changing scenario in trade. • Changing structure for Modern Trade within the organization. • Liaise with ANI global business coordinators for Wal*Mart and Carrefour respectively • Ensure the policies followed in India with the above accounts are in line with the global policies. • Bring on board the global best practices followed with these accounts into India. • Manage the sensitivities of global Vs Indian operations. • Organize Top to Top meetings with the major retailers Meeting between Retailer’s top management and ANI GM and BU Head – Trade. • Share growth and expansion plans of ANI in India and make the retailers partners in progress. • Manage industry interfaces and keep the organization informed about developments in the retail sector • Develop good relations with counterparts in the FMCG industry. • Develop good relations within various Industry bodies like the ECR, RAI, etc. • Share best practices in the industry with the KA Team, so as to enhance internal system and processes • Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment. • Managing the SG&A and ensuring the same is within agreed numbers • Allocating funds within accounts and having a control on the spends • Control on the teams and self TA&DA SG&A budgets

Requirements

• Minimum Education Post Graduate • Education Level Major/Field of Study MBA/ PGDM Sales & Marketing • Minimum Work Experience Experience Experience Details 12+ years • Experience in Managing a team in a reputed FMCG Company in the Sales / Marketing function • Extensive knowledge of marketing and brand plans. • Good grasp of distribution and logistics management. • Understanding of financial and legal regulations. • Networking and strong orientation towards customer management. • Ability to handle pressure in a dynamic environment. • Sharp negotiation and influencing skills. • Strong Account and Industry relationship at relevant Contact matrix within MT and CSD