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Senior Key Account Manager

Mumbai, MH
Job Code:
  • Manufacturing & Production
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Job Details

Understand specific market and customer environment and specific customer activities, strategies, brands, markets, consumers via multisource (public information, annual reports, press, meetings, etc.).Build awareness and understanding of multi-level cross-functional customer organization. Focus on further enhancing relationships with key customer decision makers/influencers and develop customer intimacy plan understanding customer decision making criteria.Lead and/or contribute to strategic commercial negotiation (core listing, annual pricing, payment terms, rebates/cost savings, supply agreements).Identify prospect and customer opportunities and build business case. Propose to and consult Manager on relevant service model for identified prospect/account/opportunity.Develop commercial Go 2 Market strategy for allocated customer portfolio and develop high quality aligned account plans.Execute successfully against account plan giving early warning to any threats to deliver-it.Set clear commercial targets (Sales/GP/EP) annually aligned to strategic plan.Define and request the required account resources.Review account plan annually as part of ideation process. Provide progress update versus targets/KPIProvide detailed project insight (Customer/Internal perspective) in order to clearly define brief parameters and capture them in Project management system.Organize a formal commercial kick off and finalize action plan & timetable.Evaluate and decide on final submissions with SDG and Creative teams.Generate proposal/price aligned with category margin guidelines or pricing officer.Prepare & coordinate presentation materials together with Marketing.Define and stage a submission presentation that maximizes IFF commercial advantage and resources.Communicate project results and/or organize internal debrief.Coordinate Win/Loss analysis and share project learnings via Knowledge management system.Update Project management system and issue adoption report in a timely manner upon project completion and follow-up on first order timing.Ensure client supply chain objectives, processes, organization, scorecards are well communicated to IFF Operations.Consult with customer service on key customer supply issues and agree on communication plan.Agree and support implementation of optimum supply chain solutions for customers and IFF (leadtime, inventory, supply network, etc.).Ensure optimal working capital management (payment terms agreements, monthly awareness of receivables status and support/intervene when required).Have a clear understanding of customer regulatory requirements/changes and regularly inform GRA/C&A.Maximize potential advantage to IFF (GP improvement, catalog optimization, complexity reduction, etc.) from any changes driven by regulatory or cost savings initiatives.Provide on-going input on sales forecast by capturing data in SFT Tool and providing formal quarterly review and annual budget.Monitor account sales performance (monthly/quarterly/annually) and provide strategic project updates to line management.Manage own cost center budget/control expenses.Implement price increases in line with country regional strategies.Commercially lead or support category platforms and Go 2 Market Sales Solutions.Required SkillsProficiency in financial concepts/processes (pricing/margin/forecasting) and work with IT systems.Passion in fragrance with strong interests in product development, consumers and market understanding (Marketing/R&D/CI).Sound cross-category fragrance knowledge and olfactive skills.
Degree: MBA/ PGDM

Additional Degree: B.Com. (Commerce)

Experience: 7-10


Client Servicing | Corporate Sales | Counter Sales | Relationship/Account Servicing
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