Key Account Manager - Ecom; Mars Petcare; Hyderabad

Job Description

The E-commerce KAM is responsible for managing the business (annual NSV and strategic targets within an assigned budget) and driving the growth of the assigned accounts, in line with the agreed company strategy. 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 by building successful relationships internally with the appropriate teams and driving best-in-class execution of Perfect Digital Store and Retail Media Activations.

What are we looking for?

• MBA from a Tier-I B-School with 3-4 years experience
• Must have exposure of at least two years in either Key Account Management or Category Management (if working with a retail group)
• Prior e-commerce experience preferred, either on the platform side or the brand side
• Preferably some experience in successfully managing key accounts 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 is required with 20% travel.
  
  

• Full responsibility for the e-commerce accounts and implementation of the activity plan, to managing online sales plans and execution, brand and corporately developed sales & marketing programs presentation on retailer sites, coordination of digital marketing campaigns and best-in-class product presentation with e-commerce Trade Content & e merchandising managers.
• 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 the plan.
• Implement the sales vision for retailers including utilizing the principles from the global playbook.
• Ensure national agreements are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives for the online partner.
• 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 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 the Customer Marketing Team to develop solutions around High-class visibility elements on the e-commerce portals.
• Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programs.
• 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.
  
  

• Work with diverse and talented Associates, all guided by the Five Principles.
• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
• Best-in-class learning and development support from day one, including access to our in-house Mars University.
• An industry competitive salary and benefits package, including company bonus.