Key Account Manager
Bella India Pvt Ltd
Total years of experience :24 years, 11 Months
Categories : FMCG Personal Care (Sanitary pads, Panty Liners, Tampons, Baby & Adult Diapers)
Negotiating contracts with National / Regional chains (Future Retail, Trent Hyper, Metro, Walmart, Bookers India, DMart, Heritage, Relience & Mores) on Margins & trading terms
Consumer promotion for Modern Trade, Visibilities for Bella range with fair share of shelf
Commercial hygiene
Building brands in Modern Trade Channel
Scope of Business: South & West
Ensuring successful accomplishment of set business targets on monthly, quarterly & annual basis.
Building & executing activations based on shopper & consumer insight that grows the category & our brand share.
Establishing FMCG distribution network/infrastructure for current/future OTC portfolio expansion.
Identifying and networking with financially strong and reliable distributors/channel partners to achieve deeper market penetration; planning inventory with national / regional distributors.
Taking adequate measures to monitor/review and improve the processes in the Sales operations through constant audits with specific focus on developing channel execution capability of the field force.
Develop visibility solutions to ensure adequate visibility at consumer touch points through BTL activities.
Ensure right talent recruitment, regular training & development of the field force.
Providing direction, motivation and training to the field sales team; ensuring optimum performance for all operational and sales related issues.
➢ Products handled: Lindt Chocolates, Illy Coffee, Ronnefeldt Tea & Machines
➢ Launching & selling the Premium chocolates in select retail
➢ Signed CPCs & TOTs with all leading properties in Horeca & National MT Chains for placement of Lindt in mini bars, Coffee Machines & Illy Coffee
➢ Increased the distribution of Illy Coffee to house hold & coffee shops.
➢ Channels covered includes Modern Trade, General Trade, Horeca etc..
➢ Handling a team of sales executives & Coffee Machine technicians.
➢ Handling F&B teams in Horeca for sale of Piccolli.
➢ Propose sales promotions for Regional Accounts
➢ Preparing Business Plan
➢ Stocks forecasting.
➢ Preparing MIS reports on monthly basis.
➢ States covered include Tamil Nadu & Kerala.
Sep '05- Dec '08 Hindustan Coca-Cola Marketing Company Private Limited, Chennai \[Division: Modern Trade\] as Sales Team Leader
➢ Channels Handled: Traditional Retail & Modern Retail
➢ Ensured on shelf availability of all listed SKUs and gave visibilities for SKU's
➢ Responsible for rotation of stocks before the expiry dates and accuracy of supply chain
➢ Resolved issues from commercial side i.e., Reconciliation, Payments, Balance confirmations, etc. with Modern Trade Chains
➢ Developed PR with customers and ensured customer profitability
➢ Implemention of promotions, Category handling and developed new MT accounts
➢ Accounts Handles: Big Bazaar; Trinethra; Nilgris Supermarkets; Spencer's Retail Ltd.
➢ Increase in width & depth of Distribution in General Trade with consistant availability of all SKUs at any point of time.
➢ Maintaining the Assets & their purity norm standards in GT & MT outlets
➢ Launches Handled: Fanta Bolder Taste & Minute Maid Pulpy Orange
➢ Teams Handled & Trained: 7 executive (on roll) & 16 merchandisers (off rolls)
➢ Handling 3 distributors.
➢ Achieve primary & secondary sales as per the target.
➢ Focus on market outstanding & ensure the collections.
➢ Help the distributor in gaining a better Returns on Investment.
➢ Generated off takes in the key accounts and assigned targets to the "Beauty Advisors".
➢ Controlled all manned outlets and guided all 'Beauty Advisors'.
➢ Developed new markets and gave regular service to the permanent clients.
➢ Educated dealers on the financial disciplines and responsible for regularly briefing about the company's policies & products to clients & dealers.
➢ Submitted qualitative reports & data to the Marketing Team and recovered outstanding from the clients.
➢ Implemented all the launches & launch promotions.
➢ Launches Handled: Garnier Fructis|Garnier Hair Color
➢ Bachelor's of Business Administration from University of Madras in Mar '99 Attended professional training & workshop on: ➢ 'Sales Effectiveness' conducted by Mercury Goldmann (India) Private Limited ➢ 'Efficiency in Modern Trade Sales & Executions' by KSA Technopak ➢ 'Problem Solving & Decision Making - OAP' by Ace Selling Strategies, Chennai. ➢ 'Efficiency in Store Operations' conducted by Retailers Association of India PROFESSIONAL CERTIFICATIONS