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National Key Account Manager

Job Location: ​Pune​

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in 55 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? Nearly 35,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them. 

About the Role:

Achieving aggressively set volumes, visibility and trading terms objectives, will be the core Key result areas (KRA) for the incumbent. The incumbent will also be responsible to plan & achieve Channel profitability targets through astute business acumen, logical reasoning and developed negotiation skills, build best-in-class relationships with customers, leverage the same, and guide and mentor the sales team. The incumbent will design dashboards to review key KPI’s daily, weekly and monthly and thus build significant traction amongst all the team-members. Relentlessly improve commercial hygiene through better spread of sales, ensure the freshest product to the consumers.


Main Responsibilities:
  • Manage the overall volume delivery of assigned Modern Trade key accounts & Alternate Trading Channels
  • Deliver the overall sales objectives, supervises, fine-tunes and monitors the execution and to take pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies’ policies and strategies
  • Assist the Modern Trade Head in making business plans, specifically volume plans for the Modern Trade Chains. Planning visibility, activations for festivals & events for each brand as per the marketing plans, and plan on spends for chains, preparing manpower plan for the year
  • Negotiation with Modern Trade Chains for TOT & JBP: Identification of mismatches between chains within formats, developing a bridge to facilitate the shift, work the plan month on month for achievement of numbers planned. Joint Business Plans & Terms of Trade Closure
  • Developing people by identifying high potential people in the team and continuously mentor them, evaluating them on the requirements of the next level, and providing on the job training as well as classroom training on periodic basis
  • Managing spends in MT chains, tracking activities for Sales: ROI and Costs
  • In-store execution (Availability, visibility & activations): Work with logistics to plan, assess, and forecast customer's needs and to ensure on-time and complete delivery. Coordinate with Trade Marketing Manager and Regional Key Accounts Manager on visibility and activation execution. Planogram/MBQ/ARS maintenance in coordination with retailer
Who we are looking for:

• Masters degree in Business, PGDBM or equivilant (specializing in Sales & Marketing)
• 6-9 years of experience in Modern Trade & Traditional Trade, working atleast 3 years specifically in FMCG (preferably Food)
• Proven sales experience with Key Accounts
• Experience in category, customer and channel marketing
• Knowledge of commercial and office software (e.g. Power BI, MS Office, SAP)

Languages: Fluency in English

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.