Senior Manager- Zonal Key Accounts

Pernod Ricard India; Bengaluru Urban; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Pernod Ricard India is seeking a senior sales leader to drive zonal key accounts and on-trade channels, aligning brand initiatives with strategic partnerships across the region.

The role emphasizes building powerful FR and PR brands through strategic collaborations, channel activation, and disciplined process governance to sustain growth and profitability in a dynamic FMCG environment.

Qualifications

• MBA required with 8–14 years of FMCG experience.
• Must have successful track record in FMCG/Alcobev with Key Accounts or Modern Trade (min. 4 years).
• Ability to manage cross-functional tasks and collaborate with internal teams.
• Experience in building and expanding PR brand portfolios and channel partnerships.

Responsibilities

• Lead Zonal Key Accounts and OT channel to drive volume, market share and brand visibility.
• Forge associations with leading F&B chains to build PR brands portfolio and partnerships.
• Institutionalize processes to build competitive edge and drive A&P budgets.
• Develop and maintain commercial propositions and trade terms per plan and region.
• Coach and mentor regional teams and drive consumer-centric culture.
• Establish and nurture relationships with industry stakeholders and partners.

Skills

FMCG Experience

Key Accounts

Alcobev Knowledge

Modern Trade

Channel Management

Education

MBA from premier institute

Job description

• Lead the Zonal Key accounts & OT channel to support volume, Market share and Brand/Channel activation initiatives with enhanced brands presence and visibility in the channel
• Lead association with leading F&B chains/accounts in the zone to build PR brands portfolio and preferred partnerships for profitable and sustainable growth
• Effectively Institutionalize defined processes to build strong competitive edge

Volume and Market Share

• Plan account/category level volume & market share to achieve budgeted volume and share
• Work closely with Region teams to identify and capitalize specific channel/category opportunities
• Seed and Build NPD’s to further grow future categories

Brand and Channel Activation and visibility

• Drive Integration of Brand and channel program/plans in to region with a certain scale resulting in desired volume/category growth with enhanced impact in the trade
• Support development of channel/category activation programs with Tie up accounts to leverage/maximize A&P effectiveness – Activation calendar for Tie up accounts
• Liaise with brand team and external agencies for timely implementation of activities
• Achieve fair share of visibility in the trade for focus brands

Develop/Maintain commercial propositions and A&P budgets

• Ensure volume, share and activation delivery as per agreed contract
• Optimize trade terms
• A&P budget management per plan & phasing by brand/region

Process capability

Institutionalize strong process mindset and capability to establish competitive edge

People Management

• Coach and mentor Regional On Trade Heads and KAM’s –Industry Best practice, Channel/Consumer Insights
• Institutionalize robust internal and external business review
• Foster an environment that develops customer/consumer centric culture demonstrating strong PR values
• Talent Management: clear understanding of talent, their strengths and areas of opportunity, and have development and succession plans in place for the sales organization

Key Performance Indicators

• Volume and Market share
• Develop and maintain commercial propositions and trade terms
• Institutionalize processes in the channel
• Drive internal and external capability building programs/initiatives
• Establish and maintain relationships with industry influencers and key strategic partners
• Coach and mentor Regional On Trade Heads and KAM’s

INTERACTIONS

INTERNALLY

• Central Field Marketing
• Brand Team
• Finance Team
• Legal Team

EXTERNALLY

PROFILE DETAILS

QUALIFICATION:

• An MBA (preferable from a premier institute) with 8-14 years of experience in the FMCG industry

EXPEREINCE

• Must have experience and successful track record with FMCG/Alcobev industry with /Key accounts or Modern Trade min. 4 years.
• Ability to manage cross functional tasks is a must