Job Title: Key Account Manager
Job location: Bangalore / Mumbai
Reports to: Head – Ecommerce / Modern Trade
Key objective:
Deliver agreed business plan (across Business Groups) for assigned Marketplaces
Manage the Aligned Seller Program and deliver on revenue goals for the program – anchoring key relationships
The incumbent would be required to develop thorough understanding of Account’s objectives of selling profitably and ensure the same while still delivering business results and living upto the platform expectations of faster rotations and healthy ROIs while still delivering higher than category growth for Philips.
You are responsible for
Account Planning – Joint Business Planning with Marketplace as well as Aligned seller, Deliver Revenue Target and Philips Mkt. Share and NPS (Net Promotor Score) Objectives.
Shopper Activation & Category Management – Promotion and Shopper Activation planning, Category Development & Advisory with Key Strategic Accounts in partnership with E-trade manager.
Sales Operation and Logistics- Ensure fill rates of 85%+ for key SKUs, Upkeep of Product masters, On-shelf availability of must stock SKUs to bring down RepOOS, inventory planning for Seller.
Customer Profitability in-line with Budgets – Trade Terms in accordance with Philips Commercial Policy, setting up KPIs on total investments and ensuring delivery on ROI benchmarks
Assortment & Distribution – Selection planning, exclusive launches, NPI listing and build-up of Ratings & Reviews in line with benchmarks for successful scale up of new launches.
Manage Account Commercials – Quarterly reconciliation and sign offs, Manage Receivables as per policy
Sales Planning – Sales forecasting, monitoring sales results and reporting, exclusives launch planning, season planning
Work with E-trade manager on content development and enhancement to improve overall customer experience of the brand
Marketing analytics – Work through E-trade Manager on improving search and awareness for the brand, selection of properties to deliver on KPIs – impressions, conversions, RoAS
The role requires strong interpersonal skills as regular interactions would be required with Demand Planner, Customer Collaboration Officer in Supply Chain, Channel Commercial Controller in Finance and E-trade Manager along with Category Marketing Managers for content creation, activation and selection planning
To succeed in this role, you should have the following skills and experience
MBA degree in Sales and Marketing, Advertising, Economics or a related discipline
Proficiency in e-Commerce, merchandising and marketplace management
6-8 years of experience in handling National Key Accounts of similar scale, Sales and Marketing
Good interpersonal skills and high task orientation
Ability to work with cross functional teams – ability to influence in absence of reporting relationship
Strong financial and analytical skills
Strong leadership skills, flexible team player
Excellent presentation and communications skills, both written and verbal
Should be handling Flipkart in other organization at similar scale.
