Key Account Manager- Modern Trade

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

o Achieve revenue target for geography

o Responsible for execution of Shopper Activation & Category Management programs

o Relationship management – Owns up the relationship with Regional Account teams

o Improve employee engagement in the team

o Coach and mentor team

o Develop people to take next level responsibility

To succeed in this role, you should have the following skills and experience

·       MBA – with a specialization in Sales and Marketing from a premier institute

·       5+ years of experience of relevant exShould 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

You're the right fit if: (4 x bullets max)

·       MBA – with a specialization in Sales and Marketing from a premier institute

·       5+ years of experience of relevant exShould 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
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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.