Key Account Executive

Job Profile: Key Account Executive – Organized Retail (Modern Trade)

Function: Modern Trade Operations

Channel: Organized / Modern Trade Retail

• Role Summary
• The Key Account Executive – Organized Retail is responsible for driving sales and execution excellence across Modern Trade accounts. The role combines operational planning, in-store execution, customer relationship management, and data-driven decision making to deliver HUL priorities across direct and indirect customers.

• Key Responsibilities
• 1. Operational Excellence & Cross-functional Collaboration
• Work with COE to create the strategy and design for execution metrics (Assortment, PSP, OSA, etc.) and infra metrics (TopGun, Shogun, etc.).
• Design infra plans to have the right GTM for indirect customers.
• Develop plans to streamline store operations basis KPI monitoring.
• Liaise with Demand Planning to ensure adequate estimates at Depot x Account x BP level.
• Liaise with Supply Planning team to ensure optimum DR to meet customer demand.
• Monitor expenditures on visibility payouts and ensure that they align with the payout principles.
• Conduct monthly and quarterly reviews with HFS to discuss key opportunities and bottlenecks and enable improved execution excellence.
• 2. Modern Trade Operations Responsibilities
• Drive achievement of sales targets across Direct and Indirect customers.
• Ensure efficient infra deployment across the country to support optimum:
• DC: SM, GPS FOS, GPS BP, Promo Eco
• DF: O2D
• Guide and leverage HFS workforce (PC, FS, FM, etc.) to execute HUL priorities in store.
• Drive execution excellence in stores via driving:
• Right assortment
• Exceptional availability
• Incremental SOS
• Best-in-class visibility execution and asset compliance
• Implement planograms in store in line with category expectations.
• Monitor the execution of in-store promotions to ensure they are implemented as planned.
• Coordinate with customer's central as well as regional operations teams to:
• Garner support for effective in-store execution
• Create buzz about activations during events, season, etc.
• Ensure accurate data reporting for tracking execution performance from stores.
• 3. Customer Relationship Management
• Build and maintain relationships with key operations stakeholders in Modern Trade retailers.
• Serve as the point of contact for all operational queries and concerns between HUL and retail partners.
• Negotiate and coordinate with retailers regarding in-store operations and product placement.
• Coordinate regular meetings with retail partners to review execution performance, resolve operational issues, and align on future plans.
• Touchbase with regional customer operations teams during market visits.
• Support maintenance of healthy ROI for KA RS's.
• 4. Data Management and Reporting
• Collect ground intelligence and collaborate with COE to ensure the accuracy of data to maintain consistent reporting.
• Analyse sales and execution data to track performance, identify trends, and make data-driven decisions.
• Provide insights to senior management regarding opportunities, challenges, and areas for improvement in Modern Trade operations.

KEY REQUIREMENTS (EDUCATION, WORK EXPERIENCE & SKILLS)

Required a Minimum Fulltime Graduation

Minimum 4-5 years of Experience in Modern Trade Sales.

Excellent in ROI Calculations & Data Analysis

Should be well-versed with Sales Planning & Execution

Conducting promotional activities

Decent Communication in English and Local language is desired.

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