Senior Manager - Key Accounts

Job Title: Senior Manager - Key Accounts

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant

markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make

the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us

achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with

people across our business to realise your fullest potential.

Role Responsibilities:

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

© Diageo India Highly Confidential

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

© Diageo India Highly Confidential• Interested in learning about Premium/Luxury brands

• Is a good team player & Good Team Manager

Flexible Working Statement: Flexibility is key to our success. From part-time and compressed hours to different locations,

our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from

day one.

Diversity statement: Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where

everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible

sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help

build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual

orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world.

Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping

the next generation of celebrations for consumers around the world.