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18 Sep 2019
Job Opportunity : Key Account Manager (110 K)
Key Account Manager (110 K)
Our Client
A leading global healthcare company
Report to
National Sales Manager


  • Overall responsibility for driving business with National accounts Thailand.
  • Develop and execute the annual business plans with all the above accounts
  • Signing annual terms of trade
  • Promotion planning
  • Activation support
  • Ensuring compliance of annual business plans
  • Account profitability
  • Supply chain management ( setting up systems for order collection, execution, forecasting)
  • Financial management (overall accountability for collection, credit index, profitability and cost to sales for these National Accounts)
  • Relationship management (with stakeholders, both internal and external)
  • Category management (consumer promotions, planogramming, advisory role)
  • Organize Top to Top meetings with the Global retailers (meeting between Retailer’s top management and ANI top management)

Meeting the top line National sales objective for the following National Accounts

  • Overall responsible for sales to these accounts for the entire country
  • Ensuring stock availability with a high degree of forecasting accuracy
  • Ensure fill rates of 95% plus with all these chains

Develop and manage the Annual Business plans for these National Accounts

  • Have a vision for the next 3-5 years for the business
  • Set annual targets for all these accounts
  • Sign the TOT
  • Ensure TOT execution and adherence PAN Thailand

Managing the Account wise profitability & cost of sales

  • Setup a model to measure key accounts profitability
  • Ensure activities are done to maximize returns for ANI
  • Maintain a track of cost of doing business with these accounts
  • Challenge the existing route to market model and suggest ways of reducing cost in the same

Managing the credit index, collections and ensuring no bad debts Nationally

  • Ensure collection is done as per the agreed credit policy
  • Ensure that there are no bad debts
  • Settlement of claims / credit notes within the agreed time frame

Deliver the Perfect Punch for NPI / Launches through robust plans

  • New products introduction
  • Pack changes
  • Price increase
  • Consumer promotions and other activities

Take on the category advisory role

  • Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category
  • Increase the ANI share of contribution from the existing levels
  • Look at the possibility of exclusive modern trade sku, in order to further leverage our strength

Manage all interfaces with all Accounts

  • Develop good relations with HO & Regional offices
  • Have a quarterly review of performance with the Account
  • Share best practices of work done by Regional Team and also global initiatives in the category
  • Initiate and manage all process changes like new product introductions, change in pack, new launches, etc

Manage industry interfaces and keep the organization informed about developments in the retail sector

  • Develop good relations with counterparts in the FMCG industry
  • Share best practices in the industry with the KA Team, so as to enhance internal system and processes
  • Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

Organize Top to Top meetings with the retailers

  • Meeting between Retailer’s top management and ANI Top Management
  • Share growth and expansion plans of ANI in India and make the retailers partners in progress
  • Understand their short-term and long-term plans


  • Minimum of 5 years’ experience in a reputed FMCG Company in the Key Accounts
  • Sharp negotiation and influencing skills
  • Understanding of the retail environment
  • Analytical skills
  • Networking and strong orientation towards customer management
  • Ability to handle pressure in a dynamic environment
  • Ability to handle complex and diverse business situations