Britannia Industries Limited Hiring for Key Accounts Manager at Bengaluru, Karnataka, India Full Time

Function: Sales Key Stakeholders: Internal:

Modern Trade Operations Head

ASMs/ASEs -Modern Trade

Brand Team

Customer marketing manager

Commercial External

Category Heads / Managers of Retail Chains

Purchase Heads – Commercial Mangers

Educational Qualification

MBA(Specialization in Sales & Marketing)

Premier B School Experience

4 – 7 years (handling key accounts/ national chains with some sales and trade marketing experience) Key Responsibilities: To Explore, Identify , Enroll and Manage modern trade thereby building a strong profitable volume and value base with top end relationship matrix and account handling norms.

Relationship with the Account and Joint business planning:

• A business review with the accounts and also develop business plans for the year, including revenue planning, calendar planning, focusing on value growth areas for the Britannia business
• Developing & negotiating TOTs which drive profitability and presence for the range of brands to be executed
• National chains across regions to be tapped and TOT’s to be signed and executed
• Renew contracts annually with growth in business and market share
• Ensure presence of higher gross margin brands in the mix while finalizing the TOTs

Drive Brand Activations

• Driving various brand activations, combos, visibility elements , cross promos with other range etc.
• Developing visibility elements for the channel by understanding customer needs and space or

Terms of trade

• Work along with the retailers to find and build newer properties (e.g. Shubh Aarambh) each year

Ensure regional alignment with Operation Managers regarding the Terms of Trade and execution

• In-store execution incl. purchase order mgmt., order fulfilment, collection, a/c reconciliations, promo executions

Develop a price pack strategy with special packs for chains:

• Assess potential for special packs and work on the development of the same with the team

Managing channel conflicts: (E.g.. national chains selling to retailers and hence disrupting trade terms between modern and general trade)