4. KEY ACCOUNTABILITIES: |
Description | Key Result Areas |
Strategic Contribution: - Develop the short- and long-term Account strategy; propose promotional strategy in line with the Company objectives and ensure their follow-up;
- Builds the action plan to implement the Commercial strategy at key account level.
| - Effective, timely, and accurate contribution for developing joint business plans.
- Effectively and timely implementation of the Commercial strategy in line with the company’s strategy.
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Budget Management & Forecasting: - Actively participate in forecasting discussion to develop joint forecast in coordination with Marketing, Finance, Operations & Trade Marketing.
- Ensure stocks replenishment and branch wise forecast is followed up on monthly basis
- Ensure saving on trade spend budget Year on Year to reduce gross to net spends
| - Achieving P&L as budgeted
- Timely submission of budgets for all product lines.
- Variance between actual and budgeted cost.
- Saving in line with given objectives.
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Category Development: - Identify customer trends and customer buying behaviors at Key Accounts to develop plans with Marketing and Trade Marketing team to maximize profit for the organization's product line.
- Partner with Marketing & Trade Marketing team for development of category projects at aligned JBP stores with Store P&L Projection by Category Project.
| - Increase Market Share
- Accurate and useful customer and market insights for developing plans
- Ensure timely execution of category development projects
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Operations Management: - Ensure and follow a retailer-centric account planning process to reach alignment with each client and design a retailer specific business development plan.
- Builds and execute key accounts Joint Business Plan with customers by creating win-win situation.
- Drive operational efficiency through extended team.
- Partner with marketing and trade marketing for implementation of marketing programs and building blocks.
- Perform periodic checks on sales hygiene, sell in vs sell out at weighted channels
- Ensure stock rotation, reduction of market expiries in collaboration with trade marketing and distributor teams.
- Ensure distributor order is in line with catalogue and forecasted sales.
- Ensure Branch wise agile stock is present and getting to rotation in line with forecasted number.
- Quarterly update SKU catalogue to ensure service level compliance.
- Ensure regular tracking and execution of all the sales counterparts, locked as per contract i.e. SOS & OCA etc.
| - Efficient and timely execution of operations
- Smooth execution of marketing plans
- Accurate and timely preparation of Joint Business Plans
- Ensuring OTIF activations
- % SOS to be compliant as per contractual agreements
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Compliance & Ethics - Ensuring compliance on-ground for all activations in their scope/geography as per company processes & policies
- Ensure distribution partner practices are compliant with company policies and escalate if required.
| - 100% compliance on given company objectives.
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Sales Target Delivery - Achieve planned / forecasted secondary sales number in line with agreed customer and channel wise phasing for the assigned region.
- Manage all lines of the P&L, from sell-in down to gross margin, retail sell out and share position in the market to ensure delivery of key KPIs both internally & externally.
- Achieves and builds the channel/group of accounts results: turnover, market share, profit; consolidates, steers budget and P&L.
| - 100% Achievement of Sales/Commercial Target as budgeted
- Market Share
- Product Performance
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Business Development: - Identify new business opportunities which deliver value for both L'Oréal & the customer, considering the impact for the team and the wider channel
- Contribute in designing future retailer initiatives and collaborations; ensuring the brands maximizes all available opportunities in store and online.
- Work with the trade marketing team to identify additional retail opportunities for the category.
| - No. of new opportunities identified.
- Increase in Market Share
- Business Sales Growth target
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Customer Satisfaction, Retention and Key Corporate Relationships - Builds a strong network with key stakeholders at the retailer.
- Ensure agreed service level targets are maintained for accounts.
- Builds a compelling story to get retailer buy-in.
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
| - Customer Retention Rate
- 100 % compliance of agreed service levels
- Ensure Retailer high score on following relationship rating questionnaire,
- Has a collaborative business planning process
- Easy to do business with
- Builds Trust
- Aligns to our strategic goals
- Communicates effectively
- Delivers on commitments
- Customizes plans & initiatives to help us differentiate our business
- Adapts quickly to changing business needs
- Manages portfolio to capture future growth
- Has high performing teams that are fit for the future
- Ensure logistic excellence
- Compared to your best in class vendor how does L’Oréal perform?
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Business Report(s) Development & Professional Recommendations: - Collect and analyze sales data and trends
- Report sales needs and field intelligence to commercial / marketing teams.
- Ensures efficient customer intelligence
- Monitor Sell in vs sell out reports, provides input to NKAM & marketing team
| - Effective, timely, and accurate input and recommendations
- Timely submission of reports and presentations
- Up-to-date & quality information available regarding sales trends
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Continuous Improvement: - Drive Simplicity across all business processes and communication
| - No. of initiative for process improvement and driving simplicity
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Cross Functional Teamwork & Relationship Management: - Coordinate with cross functional team such as TM, merchandising team, & BA manager to identify the GAPs and improve sell-out
- Inform NKAM on significant initiatives in the field (from the competition and from distributors)
- Builds a strong network with key stakeholders at the retailer.
| - Timely follow-up and keeping team up to date.
- Teamwork among the members
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People Management: - Train his/her team & extended teams (distributors, Bas & Merchandisers) on product, selling skills via work reviews (Including Share of Shelf, brand staging, category, shopper building)
- Developing distributor team and also implementing organization wide learning programs.
| - Number of performance reviews conducted and successful management of their day-to-day activities
- Quality and timely counselling and recommendations provided to stakeholders.
- Professional growth of individuals as well as the department’s business goals.
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