Modern Trade Lead

Job Description:

Role : Modern Trade Lead - West

Location : Mumbai

Job Purpose

The Modern Trade lead is responsible for managing the MT business (annual NSV and strategic targets within an assigned budget) and driving the growth of the assigned accounts and sub channels, in line with the agreed company strategy for the designated region as well as for designated national accounts.

Working cross functionally, running the account team day to day across category management, customer service, marketing, finance & supply chain. The role is responsible for driving sales via the MT and Modern Grocery channel and building successful relationships internally with the appropriate teams.

The incumbent will be accountable for profitable business growth and best in class execution across all designated accounts and for the given region in close collaboration with the Modern Trade Head and Regional Sales Manager.

Job Responsibilities

• Full responsibility for the mandated accounts and implementation of the activity plan, managing sales plans and execution

• Implement, measure and monitor the performance of each account plan (NSV, ledger targets, invoice issues and payments, budget, case fill) taking decisive action to deliver sales revenue in line with plan.

• Category development in line with retailer vision

• Ensure national agreements, TOTs are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives

• Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.

• Develop retailer wise portfolio & execution strategies to build category relevance.

• Drive activities & strategies that help market share gain for Mars Pet Nutrition

• Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, sampling drives, etc.

• Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.

• Conduct regular reviews on the progress of JBP KPIs.

• Prioritization and deployment of available spends towards strategic focus areas and activities for chains and brands.

• Track utilization and effectiveness of trade spends in activities.

• Work closely with Customer Marketing Team to develop solutions around best in class visibility elements

• Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes.

• Closely work with finance and Customer's finance function to drive reconciliations as per the agreed Terms of Trade.

• Work on Mars signature processes in the area of Account Management and Demand Planning

• Be the key customer contact representing Mars Petcare in day-to-day inquiries as well as in key account negotiations.

Job Specifications

Education & Professional Qualification

• MBA from a Tier-I B-School with 5-7 years' experience

Knowledge/Experience

• Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)

• Prior Modern Trade experience preferred, either on the platform side or the brand side

• Preferably some experience in successfully managing key account in FMCG, Consumer Durables/Lifestyle.

• Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.

• Well organized, excellent time management, presentation and negotiation skills.

• Business acumen and commercial awareness, analytical thinking.

• Mobility required with 30% travel.

Purpose

The Modern Trade lead is responsible for managing the MT business (annual NSV and strategic targets within an assigned budget) and driving the growth of the assigned accounts and sub channels, in line with the agreed company strategy for the designated region as well as for designated national accounts.

Working cross functionally, running the account team day to day across category management, customer service, marketing, finance & supply chain. The role is responsible for driving sales via the MT and Modern Grocery channel and building successful relationships internally with the appropriate teams.

The incumbent will be accountable for profitable business growth and best in class execution across all designated accounts and for the given region in close collaboration with the Modern Trade Head and Regional Sales Manager.

Key Accountabilities or Responsibilities

• Full responsibility for the mandated accounts and implementation of the activity plan, managing sales plans and execution

• Implement, measure and monitor the performance of each account plan (NSV, ledger targets, invoice issues and payments, budget, case fill) taking decisive action to deliver sales revenue in line with plan.

• Category development in line with retailer vision

• Ensure national agreements, TOTs are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives

• Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.

• Develop retailer wise portfolio & execution strategies to build category relevance.

• Drive activities & strategies that help market share gain for Mars Pet Nutrition

• Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, sampling drives, etc.

• Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.

• Conduct regular reviews on the progress of JBP KPIs.

• Prioritization and deployment of available spends towards strategic focus areas and activities for chains and brands.

• Track utilization and effectiveness of trade spends in activities.

• Work closely with Customer Marketing Team to develop solutions around best in class visibility elements

• Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes.

• Closely work with finance and Customer's finance function to drive reconciliations as per the agreed Terms of Trade.

• Work on Mars signature processes in the area of Account Management and Demand Planning

• Be the key customer contact representing Mars Petcare in day-to-day inquiries as well as in key account negotiations.

Job Specifications

Education & Professional Qualification

• MBA from a Tier-I B-School with 5-7 years' experience

Knowledge/Experience

• Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)

• Prior Modern Trade experience preferred, either on the platform side or the brand side

• Preferably some experience in successfully managing key account in FMCG, Consumer Durables/Lifestyle.

• Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.

• Well organized, excellent time management, presentation and negotiation skills.

• Business acumen and commercial awareness, analytical thinking.

• Mobility required with 30% travel.