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Key Accounts Executive - Modern Trade (mumbai) Beauty, Fmcg, OMNI

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Not Disclosed by Recruiter Posted 42 days ago Job Applicants: 5000+ Job Views: 8000+

Job Description

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    The KAE reports to the Key Account Manager. He/ She works in tandem with other functions viz. CM, CD-Ops, CDFinance,CD-Supply Chain & branches. He would also assist the KAM in handling the account portfolio. He would also independently manage some smaller chains or alternatively verticals in big chains.

    The KAE is the first point of contact for the category buyers for the Accounts that the works with. He/She is primarily responsible for smooth operations/execution in the account. He is responsible for customer management, sales growth & market share of for the account.

    The key responsibilities are :
    - Assists the KAM in firming up the Monthly forecasts and number with Internal Customer Marketing & CD Ops.
    - Assists the KAM in meeting the monthly / annual sales number.
    - Assists the KAM in preparing Review material for the account every week and every meeting with account and internally.
    - Coordinates with the accounts and gets details of store openings, thereby tracking organic growth
    - Negotiates the ops with buyers of chains
    - Coordinates with Internal Team (Field Trade Marketing, Shopper Marketing, Internal Trade Marketing, Supply Chain etc.) for ensuring networks are on time for promotions,stocks, events etc.
    - Tracks POS data for accounts location wise (Micro marketing opportunities) and scans for opportunities and gets the same across to Customer Marketing for promo planning
    - Tracks & provides commentary (both internally & to the customer) on special events like new item launch.
    - Promotional evaluation, customer point of sale information analysis and tracking of key initiatives in the ACCOUNT.
    - Utilize P.O.S. shipment data and standard reference material to assist in the preparation of Customer presentations.
    - One of the key deliverables for the KAE shall be to leverage his understanding of the retailers /customers and their ways of working would be critical to drive Customer Delight.

    The problem solving done by the KAE is of an operational nature with key customers, but is very critical in ensuring customer delight to drive share of shelf and share of wallet.
    Examples :
    - The KAE needs to liaise with the buyers/merchandising managers to negotiate ops to be run in the account nationally/regionally. He needs to push and drive the HUL Customer Marketing agenda in the account and thereby gain more share of shelf for HUL. He needs to negotiate and convince the customers on the same.
    - He needs to use the POS data mining software; look for opportunities for our categories/brand at a city level, and share the same with customer marketing teams so that appropriate plans can be made.
    - He needs to manage profitability of the account. He needs to understand the interplay between the various investment and profit drivers and manage them.
    - He needs to coordinate with the front end execution teams of the CDM - the MTASs, 3P merchandisers etc and ensure that our commitments to the account are met.
    - He needs to work in tandem with AM and Customer Marketing to build plans for categories(wherever there are market share issues) and execute them.
    - He needs to support the AM in forecasting using the POS data.

    CHANGE :
    - The KAE job by nature requires him to generate practical yet creative solutions to improve execution in his accounts. He could innovate in the areas of POSM, Ops, Merchandising, Promotion, Customer satisfaction & ways of working in his day to day job
    Examples :
    - The KAE can look at the POS data and innovate on the promotional calendar by region/city as per opportunities.
    - In the area of promotions, he can plan account specific (anniversary & store opening) plans and execute is in store
    - He along with the Central TMO can explore custom branding options in various stores so as to increase the impact of our presence in the store
    - He can design ways of working for the account, by sharing the same with the backend MT CSE/Customer Marketing Teams so as to cater to specific needs of his customer


    - Market Share in the account for HUL and key categories

    - QOP and Annual Sales Targets

    - Perfect Stores

Salary: Not Disclosed by Recruiter

Industry: FMCG / Foods / Beverage

Functional Area: Sales , Retail , Business Development

Role Category:Retail Sales

Role:Sales Executive/Officer

Employment Type: Permanent Job, Full Time


fmcg key account management key accounts modern trade modern trade executive modern trade management key accounts executive Retail Management

Desired Candidate Profile

    Please refer to the Job description above


UG: Any Graduate - Any Specialization

Company Profile:

Hindustan Unilever Limited

Hindustan Unilever Limited
No matter who you are, or where in the world you are, the chances are that our products are a familiar part of your daily routine.

Every day, around the world, people reach for Unilever products. Our brands are trusted everywhere and, by listening to the people who buy them, we've grown into one of the world's most successful consumer goods companies. In fact, 150 million times a day, someone somewhere chooses a Unilever product.

Look in your fridge, or on the bathroom shelf, and you're bound to see one of our well-known brands. We create, market and distribute the products that people choose to feed their families and keep themselves and their homes clean and fresh.
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Sharon Talent Advisor Hindustan Unilever Mumbai

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