Key Account Manager- Modern Trade

Philips

Kochi

On-site

INR 800,000 - 1,200,000

Full time

14 days+

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Job summary

A leading health technology company is looking for a Key Account Manager- Modern Trade in Kochi, India. This role requires a driven individual with an MBA and at least five years of experience managing key accounts. Key responsibilities include account planning, sales budgeting, and executing business objectives to enhance Philips's market share in large format stores. If you're passionate about sales and have strong people management skills, this could be the perfect opportunity for you.

Qualifications

5+ years of experience managing National Key Accounts.
Ability to influence across teams without direct reporting.
Organized with strong multi-tasking skills.

Responsibilities

Responsible for managing and growing key accounts nationally.
Planning and executing sales strategies to meet revenue targets.
Building relationships with regional account teams.

Skills

People Management

Interpersonal Skills

Task Orientation

Leadership

Education

MBA in Sales and Marketing

Job description

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Job Title
Key Account Manager- Modern Trade

Job Description

Job title:
Key Account Manager

Your role:
The role involves driving Philips market share objectives on large format store Group by continuous engagement with Large format stores. Drive Account interactions and work in accordance with the cadence of Quarterly Business reviews with regular scorecards being published and progress on key KPIs updated.

The incumbent would also be required to develop thorough understanding of Account’s objectives of selling profitably and ensure the same while still delivering business results and living upto the platform expectations of faster rotations and healthy ROIs while still delivering higher than category growth for Philips.

He / she will be responsible for delivering agreed business plan (across Business Groups) for assigned Modern Trade Account and will also be managing the Aligned Seller Program and deliver on revenue goals for the program – anchoring key relationships.

Your Responsibilities

Handles select Key Accounts nationally
Account Planning – JBP, Deliver Revenue Target and Philips Mkt. Share Objectives
Owner of Account JBP – Revenue Target sell-in, sell out, Market share objectives, Key building blocks for the plan
Sales Budgeting – Sales Forecasting for key accounts
Assortment and distribution planning – NPI listing and distribution in line with category objectives
Trade Spend in-line with Budgets – Trade Terms in accordance with Philips Commercial Policy.
Shopper Activation & Category Management – Promotion and Shopper Activation planning, Category Development & Advisory with Key Strategic Accounts
Service Efficiency – Ensure fill rates of 85%+ for key SKUs, Upkeep of Product masters, On-shelf availability of Must stock SKUs
Assortment & Distribution – NPI listing & distribution, Joint Ownership of Category Planograms in-line with CDT
Commercial – Account reconciliation, Manage Receivables
Sales Planning – Ownership of Account’s POS and purchase plans and input the same into BUP
Execute Philips Sales Objective in geography
Achieve revenue target for geography
Responsible for execution of Shopper Activation & Category Management programs
Relationship management – Owns up the relationship with Regional Account teams
Improve employee engagement in the team
Coach and mentor team
Develop people to take next level responsibility

You're the right fit if:

MBA – with a specialization in Sales and Marketing from a premier institute
5+ years of experience of relevant experience. Should have handled National Key Accounts of similar scale in other organizations
Strong People Management skills
Good interpersonal and communication skills
Ability to work with cross functional teams – ability to influence in absence of reporting relationship
Task Orientation
Leadership ability/potential to be groomed into a functional and/or business leader over time
Ability to manage a broad and geographically dispersed business and teams
Organized and able to manage multiple priorities effectively

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.

Learn more about our business.
Discover our rich and exciting history.
Learn more about our purpose.

If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.

Seniority level