Manager Key Accounts Commercial Non Aero

 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.

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

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.