• Key Account Development Manager Jobs in Hyderabad,India - 25307144

  • Abbott India Ltd
  • Save Job
  • 3 - 4 Years
  • Posted : above 1 month

Job Description:

Essential Job Responsibilities

For National Accounts

Rollout of JBPs & TOT

To accomplish Secondary Sales Target in Key Accounts
Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level
To support and implement planned promotions/activations at the store level
Implement the plannograms agreed upon with help of merchandisers

Ensure maintenance of Sales processes

To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales reporting / Claims / Infrastructure/ training and development of staff)
Ensure optimum STR for ANI products and ensure high fill rates with the accounts
Maintain credit index as per TOT with the account
Update & provide feedback on the account operations to the regional account manager as well as the account manager handling the account

Be the Best Sales force

To develop excellent relations with the Key Accounts at all levels
To keep a check and provide feedback on current and new practices followed by competition
To analyze the market situation in order to aid in accurate Sales Forecasting
Ensure effective working of the merchandisers to help them deliver the maximum output

Manage the merchandising operations

Regularly analyze the data collected by the merchandisers and implement the action points
Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team
Keep a control on the quality of merchandisers in the region
Work with all the merchandisers in the region at least once per quarter
Be the touch point for the merchandising agency in the region

For local accounts and geography

Be the most important link of ANI

Assist the Account Manager in formulating the annual business plan for local accounts
Provide a rolling sales forecast for the accounts handled to the RSM
Be an integral part of TOT negotiations & help in roll out of the same
Plan and implement activities and promotions for the local accounts in consultation with the RSM
Track and maintain cost to sales for all spends on local accounts within agreed limit
Deliver a perfect punch in terms of NPI, price changes, pack changes

Distributor Management

Educate and train the distributors on ANI systems & processes
Ensure optimal stocking levels and high billing efficiency for all distributors
Ensure distributor compliance to agreed service levels & credit terms
Review distributor financial health (pipeline and outstanding)
Ensure that the claims of the distributor are settled by ANI within specified time limits

People management and development

Facilitate hiring & induction of NAs & Merchandisers to ensure alignment to ANI ways of working
Enhance 3P effectiveness through training & coaching
Management of 3P working (PJP, Itinerary, expenses etc) Supervisors / Team leads
Periodic review of 3P performance and feedback

Basic Requirements


Post Graduate qualification
Working experience of minimum 3-4 years in Field Sales, in Modern Trade


Good communication skills (written & oral)
Exposure to Key Accounts will be preferred
Presentation skills
Good merchandizing skills
Should be good at using IT
Good negotiation skills
Ability to handle pressure
Good analytical skills

Job Factors


Knowledge of ANI sales systems and processes
Knowledge of market dynamics and demographics of assigned areas
Knowledge of modern trade


Analyzing data to evaluate market trends to aid the RM-MT in forecasting & planning activites
Analyzing and being constantly aware of the financial capabilities of the customer (Distributor/Key Accounts)
Constant monitoring competitor activities and getting advance information through various sources
Resolving /Key Accounts issues and complaints

Independent Thinking

Analyze market situation on a continuous basis and recommend focused activities to supplement achievement of objectives and counter competition
Usage of 3P personnel in the area to optimize coverage and growth
Ability to utilize the data from outsourced merchandising force for business development


Market intelligence networking
Financial and customer management
Timely reporting of facts and figures
Managing the merchandising & Nutrition Advisors field force through Supervisors
Managing exclusive key account distributor

Annual Strategic Planning

For the area assigned

To aid the RM- MT in forecasting and budgeting in line with national key accounts strategy


DIVISIONANI International Nutrition

LOCATIONIndia > Hyderabad 1st Cross Road



TRAVELYes, 100 PERCENT of the Time


SIGNIFICANT WORK ACTIVITIESContinuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Healthcare, Manufacturing/Industrial
Functional Area : Sales/Business Development
Role : Channel Sales
Salary : As per Industry Standards
Deadline : 02nd Jun 2020

Key Skills:

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