Senior Manager- Key Accounts
Today Mumbai, India
About us
With over 200 brands, from Johnnie Walker to Casamigos to Bulleit, sold in more than 180 countries, we’re the world’s leading premium drinks company.
- Size: 10,000+ employees
- Industry: Food & Beverage
About the Function:
Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter.
It's a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You'll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.
About the role:
AREAS OF RESPONSIBILITY
1 Commercial delivery
• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.
• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
• Ensure Increase in Share of Business (Market Share) across segments as per plan NSV
2 Relationship & team management
• Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
• Engage channels to close sales and deliver services thereby ensuring higher market share.
• Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions
• Take quick decisions at the Market place and close deals at his/her level with minimum supervision or escalation
• Develop team to ensure monthly sales & activation targets are on track and as per IOP Relations / OTIF / Team Handling
3 S&D/ Tie-ups
• Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
• Manage the new product launches in the region.
• Negotiate & finalize annual contract and terms of trade with key accounts in the territory. WOD
4 Customer marketing
• Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory
• Prepare reporting on the brand's performance, needs and forecasts.
• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E).
• Coordinate with 3rd party agency for execution of the activations / launch at the outlet. On time/Right outlets selection/ROS/M&E
5 Process & systems
• Make regular sales calls to designated on premise accounts to cultivate customer relations and satisfaction with service provided.
• Keep the trade informed about pricing, promotion schemes etc.
• Responsible for the correct and timely submission of the claims and daily sales reports.
• Keep a track on the competitor's activity and report the same to the reporting manager.
• Keep track of the KAE's monthly Outlet wise Sales plan & report & monitor the same to ensure monthly IOP NSV & Market share targets are being met for the Region Reports
6 Execution & staff training
• Maintain the organisation standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet.
• Effectively train customer staff on products and execute product tastings and product presentations.
• Execute the marketing plans at the outlets as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets. QDVP Contracts to drive Market share/Visibility/Activations
7 Collection
• Review customers' credit status and collect outstanding as per the USL credit policy.
• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing Collections
Experience / skills required:
• MBA in Sales / Marketing preferred
Experience:
• 6-8 year's experience in sales in Alco-Bev or FMCG industry
• Could be from the hospitality sector
Knowledge & skills:
• Maintain healthy Client Relationships
• Thorough knowledge of Sales Planning & MIS
• Emphasizing strong focus on Excellence
• Developing & managing a team
• Negotiation & commercial acumen
• Presentation Skills
• Communication Skills
Best Suited for someone who
• Likes to understand the psyche of others
• Has a very strong service focus
• Believes in perfection when it comes to execution
• Wants to be in the premium end of the business
• Is more Urban/Metro/Headquarter oriented
• Interested in learning about Premium/Luxury brands
• Is a good team player & Good Team Manager
Working with us
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to manage your wellbeing and balance your priorities from day one.
We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.
Our purpose is crafting iconic drinks chosen for life's moments. And it's our people, with their different experiences, perspectives and talents, who make that possible.
We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You'll work alongside people with different backgrounds, experiences and perspectives - challenging, supporting and learning from one another as one outstanding team.
Together, we're constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you'll have the opportunity to contribute, make an impact and play your part in making life's moments mean a little more.
Ready to bring your best? This could be your opportunity.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter.
It's a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You'll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.
About the role:
AREAS OF RESPONSIBILITY
1 Commercial delivery
• Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.
• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
• Ensure Increase in Share of Business (Market Share) across segments as per plan NSV
2 Relationship & team management
• Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
• Engage channels to close sales and deliver services thereby ensuring higher market share.
• Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions
• Take quick decisions at the Market place and close deals at his/her level with minimum supervision or escalation
• Develop team to ensure monthly sales & activation targets are on track and as per IOP Relations / OTIF / Team Handling
3 S&D/ Tie-ups
• Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
• Manage the new product launches in the region.
• Negotiate & finalize annual contract and terms of trade with key accounts in the territory. WOD
4 Customer marketing
• Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory
• Prepare reporting on the brand's performance, needs and forecasts.
• Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E).
• Coordinate with 3rd party agency for execution of the activations / launch at the outlet. On time/Right outlets selection/ROS/M&E
5 Process & systems
• Make regular sales calls to designated on premise accounts to cultivate customer relations and satisfaction with service provided.
• Keep the trade informed about pricing, promotion schemes etc.
• Responsible for the correct and timely submission of the claims and daily sales reports.
• Keep a track on the competitor's activity and report the same to the reporting manager.
• Keep track of the KAE's monthly Outlet wise Sales plan & report & monitor the same to ensure monthly IOP NSV & Market share targets are being met for the Region Reports
6 Execution & staff training
• Maintain the organisation standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet.
• Effectively train customer staff on products and execute product tastings and product presentations.
• Execute the marketing plans at the outlets as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets. QDVP Contracts to drive Market share/Visibility/Activations
7 Collection
• Review customers' credit status and collect outstanding as per the USL credit policy.
• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing Collections
Experience / skills required:
• MBA in Sales / Marketing preferred
Experience:
• 6-8 year's experience in sales in Alco-Bev or FMCG industry
• Could be from the hospitality sector
Knowledge & skills:
• Maintain healthy Client Relationships
• Thorough knowledge of Sales Planning & MIS
• Emphasizing strong focus on Excellence
• Developing & managing a team
• Negotiation & commercial acumen
• Presentation Skills
• Communication Skills
Best Suited for someone who
• Likes to understand the psyche of others
• Has a very strong service focus
• Believes in perfection when it comes to execution
• Wants to be in the premium end of the business
• Is more Urban/Metro/Headquarter oriented
• Interested in learning about Premium/Luxury brands
• Is a good team player & Good Team Manager
Working with us
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to manage your wellbeing and balance your priorities from day one.
We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.
Our purpose is crafting iconic drinks chosen for life's moments. And it's our people, with their different experiences, perspectives and talents, who make that possible.
We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You'll work alongside people with different backgrounds, experiences and perspectives - challenging, supporting and learning from one another as one outstanding team.
Together, we're constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you'll have the opportunity to contribute, make an impact and play your part in making life's moments mean a little more.
Ready to bring your best? This could be your opportunity.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Additional Information
- Posted: today