Manager Key Accounts

Job Description

Purpose/Mission

This role will be responsible for driving sell outs from assigned KA channel through the Sell-out operations team, Marketshare for the brand, Relationship with front-end teams, Partner store teams & their stakeholders. Further the incumbent will lead the Planning + execution of training of front-end staff members, ensure efficient in-store execution of brand and planning + executing In-season priorities at the Point of Sale including VM and optimal representation of the brand as per guidelines. This role will also involve driving brand leadership & other accounts business priorities in alignment with the respective KAM teams. The role will also be accountable for maintaining & periodic reporting of sell out data in prescribed formats, building growth oriented monthly/annual sell out plans, providing vital market & consumer intelligence and improve overall quality of business and brand representation at various Points of Sale under the OTG strategy construct.

Key Responsibilities

Functional:

• Responsible for achieving assigned sales quota (Sell Out) on a periodic basis (Daily, Weekly, Monthly, Quarterly & Annually) and driving the performance of the overall Ops team.
• Track, drive & report to relevant internal stakeholders on brand market share, competitive initiatives, partner initiatives at stores & qualitative consumer insights
• Develop and execute strategies with internal stakeholders – Channel Head, KAMs, VM to deliver seasonal priorities and drive best representation at various PoS.
• Drive strong relationships with the Front-end ops team and enable the creation of a high-performance retail sales team to deliver on the sell out objectives.
• Periodically report, as per prescribed formats and requirements, sell out performance to internal stakeholders. Create and execute a review mechanism for the Ops team
• Plan & execute along with internal stakeholders and Ops team members on periodic front-end staff training as required each season basis the training calendar
• Ensure strong forecasting of sell out performance and periodically review the performance of the Ops team.
• Coach, Mentor & Develop skill-sets and capabilities of the Ops team. Support the team to enable achievement of sell out objectives and targets.
• Provide inputs and insights to Channel Head & KAMs on consumer, competition and product performance.
• Ensure weekly & monthly priority alignments with KAMs to optimize sales performance at respective accounts.
• Own and execute the RTV process from partner stores and ensure timely execution and reporting of the same.
• Work with internal stakeholders including merchandising, VM & KA Channel teams to ensure achievement of campaign objectives, each season.
• Ensure adherence of all Ops team members and front end team members to the policies and norms of the brand as laid out.

Controlling;

• To measure progress on set KPIs.
• To measure progress of team members against set KPIs
• To report to all superiors
• To monitor all reports
• To monitor and report on customers and competitors sell-through + initiatives, and propose/execute actions  
• To provide realistic plans and forecasts on sell out performances

Professional background:

• Functional: > 5 years Operations, Sales with exposure to Large Format Retailers
• Industry: ideally in apparel/fashion/shoes, FMCG or FMCD
• Leadership: 1-2 years
• Exposure: Sports, Sales Ops, Retail Ops

IT and Language skills

• Outlook: basic
• Word: advanced
• Excel: advanced
• PowerPoint: advanced
• English: advanced
• Local language: Fluent

Educational Background :

• MBA in business / marketing and sales focus