Open Key Development Manager

at in FMCG, Retail

Industry : FMCG, Retail
Job Description
As a Key Development Manager your responsibilities include the following

Please contact:

Location   Mumbai

Reporting             Regional Manager



Reviewer Comments

Date          Reviewer Name         Reviewer Comments



Job Family:           Trade

Job Sub-Family:   Modern Trade & Institutions


Division:   Nutrition


To achieve budgeted sales, Offtake growth & Share targets, ensure fill rates, supervise the Nutrition Advisor & merchandising teams, develop long term relations & contact matrix with accounts, monthly business discussion with Key Accounts, monitoring visibility at the shop level, ensure implementation of TOT counterparts at store level and support activation in designated Key Accounts to meet business objectives of achieving sales and growing category shares, manage distributors in headquarter & upcountry markets, claim management, anchor account projects & initiatives





•    For National Accounts :

   Rollout of ABPs:

•    To accomplish Secondary Sales Target in Key Accounts.

•    Coordinate with the accounts at the local level to ensure visibility as per guidelines and ensure TOT adherence at the city 

•    To support and implement planned promotions/activations at the store level

•    Implement the plannograms agreed upon with help of merchandisers

•    Ensure maintenance of Sales processes :

•    To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales

reporting / Claims / Infrastructure/ training and development of staff)

•    Ensure optimum STR for  products and ensure high fill rates with the accounts

•    Maintain credit index as per TOT with the account

•    Update & provide feedback on the account operations to the regional account manager.

•                Be the Best Sales force :

•    To develop excellent relations with the Key Accounts at all levels

•    To keep a check and provide feedback on current and new practices followed by competition

•    To analyze the market situation in order to aid in accurate Sales Forecasting

•    Ensure effective working of the merchandisers to help them deliver the maximum output


•                Manage the merchandising operations:

•    Regularly analyze the data collected by the merchandisers and implement the action points

•    Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team

•    Keep a control on the quality of merchandisers in the region

•    Work with all the merchandisers in the region at least once per quarter

•    Be the touch point for the merchandising agency in the region

•                For local accounts and geography:

Be the most important link of • Assist the Account Manager in formulating the annual business plan for local accounts

•    Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM

•    Be an integral part of TOT negotiations & help in roll out of the same

•    Plan and implement activities and promotions for the local accounts in consultation with the RAM

•    Track and maintain cost to sales for all spends on local accounts within agreed limit

•    Deliver a perfect punch in terms of NPI, price changes, pack changes

•                Distributor Management

•    Educate and train the distributors on systems & processes

•    Ensure optimal stocking levels and high billing efficiency for all distributors

•    Ensure distributor compliance to agreed service levels & credit terms

•    Review distributor financial health (pipeline and outstanding) 

•    Ensure that the claims of the distributor are settled by within specified time limits


•                People management and development

•    Facilitate hiring & induction of ISR’s to ensure alignment to “ways of working”

•    Enhance ISR effectiveness through training & coaching

•    Management of ISR working (PJP, Itinerary, expenses etc.)

•    Periodic review of ISR performance and feedback


Please contact: