Job Description

Job Purpose

The ecommerce KAM is responsible for managing the online business (Annual NSV Targets and strategic Goals within an assigned budget) and driving the growth of the assigned accounts/channel, in line with the Org. and Function strategy. The incumbent in this case will be responsible for the Espt channel business ( Pet Specialists Accounts ) and any other additional Specialist/Generalist Ecommerce Account as required.

Cross functional Working with Brand Marketing, Finance & Accounts, Supply Chain and Ecom Customer Marketing function. Day to Day category management with Counterparts and Customer Service. The role is responsible for driving Sales via both Digital/Offline medium and entails handling both Pureplay Specialist and OMNI Accounts.

Context and Scope

Ecommerce is one of the fastest growing channels for Mars Pet Nutrition India business and Mars growth rate has outpaced the category growth on Ecommerce accounts. Within Ecommerce, Pet Specialist Platforms have emerged as preferred destination for Pet parents and have been driving the demand in Pet Care. Leveraging on their expertise and strong Shopper Pull to further anchor our share and growth. Applying exceptional management of the accounts and building on the already strong partnership and brand reputation for product quality, service and availability thus resulting in achieving sales targets, channel strategic and tactical objectives. Candidate will have to challenge assumptions and think of insight-led solutions to drive business outcomes. This is done at a level of autonomy, with alignment and collaboration with key stakeholders in the business e.g. the KAM team, Brand Marketing, Customer Marketing, Digital Activation and Merchandising Manager.

Key Responsibilities

• Full responsibility for the ecommerce Pet Specialist accounts and implementation of the activity plan, managing online sales plans and related execution, Brand & Marketing activation on retailer sites/stores, coordination of digital marketing campaigns and best in class product presentation with ecommerce Content in co-ordination with merchandising managers.
• Implement, measure and monitor the performance of each account plan (NSV, Account reconciliation, invoice issues and payments, budget utilization, Customer service Levels not limited to Fill rates and In Stock) taking decisive action to deliver sales revenue in line with plan. Implement the sales vision for retailers including utilizing the principles from global playbook.
• Customer Business Development through execution of category best practices and insights, and development of common initiatives. Develop retailer wise strategies to gain mindshare. Drive activities & strategies that help market share gain for Mars Pet Nutrition
• Customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, Social Media partnerships etc. Develop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms. Conduct regular reviews on the progress of JBP KPIs. Ensure JBPs and agreements are implemented and optimized as well as contribute to the development of sales and marketing programs designed to meet or exceed sales volume objectives for the online partner.
• Prioritization and deployment of available spends towards strategic focus areas and activities for Outlet chains and brands. Track utilization and effectiveness of trade spends in activities.
• Work closely with Customer Marketing Team to develop solutions around High class visibility elements on the ecommerce portals. Optimize cost to serve and profitably manage account visibility investments, and design and execute activation programs. Closely work with finance and Customer’s finance function to drive reconciliation as per the agreed Terms of Trade.
• Work on Mars signature processes in the area of Account Management and Demand Planning
• Be the key customer contact representing Mars Petcare in day-to-day inquiries as well as in key account negotiations.

Job Specifications/Qualifications

• MBA from a Tier-I B-School with 3-4 years’ experience
• Must have exposure of at least two years in either Key Account Management or Category Management (preferably Baby Care/Supplements/Personal Care)
• Prior e-commerce experience preferred, either on the platform side or a D2C brand side
• Preferably some experience in successfully managing key accounts in FMCG, Consumer Durables/Lifestyle.
• Committed to self-development and can demonstrate a willingness to operate outside of his/her comfort zone with an entrepreneurial spirit.
• Well organized, excellent time management, presentation and negotiation skills.
• Business acumen and commercial awareness, analytical thinking.
• Mobility required with 10% travel.