GMR GroupEmployer profile
Manager Key Accounts - Non Aero - 10680
Location not specified · 16–83.3 yrs
Experience- 16–83.3 yrs
Salary- Not disclosed
Location- Location not specified
- Work mode
- Not specified
- Job type
- Full-time
Apply by- Closing date not listed
- Posted
- 12 Nov 34
About this role
Job PurposeKey account management plays a pivotal role in bridging the gap between GHIAL and the concessionaires to achieve smooth day to day operations towards achieving the overall objective of maximizing revenue by implementing strategic business modules.
Key account management plays a pivotal role in bridging the gap between GHIAL and the concessionaires to achieve smooth day to day operations towards achieving the overall objective of maximizing revenue by implementing strategic business modules.
ORGANISATION CHART
Accountabilities
Key Performance Indicators
Work alongside concessionaires towards achieving targeted sales.
Sales
Planning and executing key marketing events with the involvement of concessionaires leading to higher visibility and exposure for maximizing sales.
Sales
Monthly performance reviews with concessionaires to address details like “What went well”, areas of improvement, existing merchandise line, sales target, UPT, staff productivity & stock densityand new launches in the future.
Improve operational efficiency & address concessionaire grievances.
Sales
Regular mall/high street visits & competition and sister airport visits in order to see, understand, learn and implement best practices being followed & conduct competition mapping with a clear objective to be better than the competition in terms of product offering, passenger experience which eventually would lead to higher sales.
Sales
Category and sub category analysis to identify growth opportunities.
Identification of new sub category gaps based on the regular passenger research & profiling.
Revenues
Key Accountabilities
Negotiations for better revenues from contracts due for renewal (existing concessionaires)
Revenues
Constantly looking at innovative initiatives which are undertaken (Airport exclusive offers & products, End of season sales with Flat 50% sales, special discounts/offers for airport community, tie ups among concessionaires for cross promotion leading for enhanced visibility)
ASQ,Sales
Ensure that all the concessionaires adhere to all the compliances (eg: Timely security deposit payments, audited revenue statement submissions, SOP & EPOS adherence)
100% compliance.
Making sure that the RFB audits are conducted and the corrections pointed out in the same are closed, thus ensuring that the store look & feel and ambience is intact therefore leading to customer/passenger delight.
100% compliance.
Ensuring that all the concessionaires adhere to the statutory & legal compliances of the state & central government such weights & measures, trade licenses, etc.
100% compliance.
Receivables management.
Number of days.
EXTERNAL INTERACTIONS
- General Manager Finance
- General Manager Legal & AGM Legal
- General Manager & AGM Terminal operations
- AGM AOCC
- Manager - Technical Services
- AGM CFL
- Manager - Security & Control
- General Manager & AGM ARFF
- Manager- IT
Brand owners/Directors, Area/regional heads, marketing heads & finance head/team
Store managers/ Store staffs
Key account managers at DIAL Commercial Team.
Vertical Heads at DIAL Commercial Team.
FINANCIAL DIMENSIONS
- Annual Revenue Targets -
- From Food & Beverages accounts Rs. 15 Crores;
- From Commercial Services accounts Rs. 52 Crores
- Managing fourteen (14) concessionaires and Forty Three (43) outlets in Food & Beverage
- Managing six (06) concessionaires and fourteen (14) outlets in Commercial Services
- Graduate with MBA/PGDM
- Minimum 10 & upto 16 years of experience in key account management
- Personal Effectiveness
- Social Awareness
- Entrepreneurship
- Problem Solving & Analytical Thinking
- Planning & Decision Making
- Capability Building
- Strategic Orientation
- Stakeholder Focus
- Networking
- Execution & Results
- Teamwork & Interpersonal influence