Senior Manager - Zonal Key Accounts

Volume and Market Share 

Plan account/category level volume & market share to achieve budgeted volume and share 

Work closely with Region teams to identify and capitalize specific channel/category opportunities 

Seed and Build NPD’s to further grow future categories 

Brand and Channel Activation and visibility 

Drive Integration of Brand and channel program/plans in to region with a certain scale resulting in desired volume/category growth with enhanced impact in the trade  

Support development of channel/category activation programs with Tie up accounts to leverage/maximize A&P effectiveness – Activation calendar for Tie up accounts 

Liaise with brand team and external agencies for timely implementation of activities 

Achieve fair share of visibility in the trade for focus brands  

Develop/Maintain commercial propositions and A&P budgets  

Ensure volume, share and activation delivery as per agreed contract  

Optimize trade terms  

A&P budget management per plan & phasing by brand/region  

Process capability  

Institutionalize strong process mindset and capability to establish competitive edge 

People Management 

Coach and mentor Regional On Trade Heads and KAM’s –Industry Best practice, Channel/Consumer Insights 

Institutionalize robust internal and external business review  

Foster an environment that develops customer/consumer centric culture demonstrating strong PR values 

Talent Management: clear understanding of talent, their strengths and areas of opportunity, and have development and succession plans in place for the sales organization 

Key Performance Indicators   

Volume and Market share  

Drive Brand/Channel activation calendar 

Develop and maintain commercial propositions and trade terms 

Institutionalize processes in the channel  

Drive internal and external capability building programs/initiatives 

Establish and maintain relationships with industry influencers and key strategic partners  

Coach and mentor Regional On Trade Heads and KAM’s