Branch Head - FMCG

Title: Branch Head - West (CPD)

Background:

- The CPD division, the largest division, comprises 5 branches. The team is responsible for driving the GTM, Topline, distribution and leadership agenda for Mass Markets which again are the largest salience channel for the organization. Each Branch is a powerhouse of scale, complexity and multiple business-building levers emerging from the sales integration of 2 unique teams and brands over the last 2 years.

- The Branch Head leads a vast and diverse team across functions in creating and deploying the Visions for the branch as part of the National strategy. The key role of the BH is to provide a clear vision, action standards and guidance to the team that he/she will lead.

Job Purpose:

- The Branch Head role is a key strategic and execution pillar of the Sales organization. This role has 2 distinct aspects - Firstly, as a key member of the Sales Leadership Team, it will provide long-term and strategic inputs to developing a sharp, futuristic sales organisation and secondly to lead his vast team to brilliant standards for execution and crate Culture of Must Win.

Reporting Structure

Reporting: SVP Sales ( India and ISC)

Direct Reports: Zonal Sales Manager, ASM's, Regional Customer Marketing Manager, Regional Sales Development Manager

Indirect Reports: ASE's, SO's, Branch Leads on Commercial, Logistics & HT

Cross-Functional Stakeholders - Marketing, Finance, HR, Supply Chain

Education & Experience Profile:

Education: MBA from a premier B School

Experience:

- 14 - 16 years of work experience, Primarily in FMCG.

- Should have a very Deep understanding of Mass Markets, at operational and Leadership levels.

Preferred Age Group: 35-40

Technical Competencies:

- Exposure to multiple consumer categories in sales and marketing functions

- Strong commercial acumen to create sustainable business value chains

- Deep understanding of Mass market Principles - GTM strategy, Customer development initiatives, Cost to serve, Distribution Quality etc.

- Solid understanding of brand-building principles and first-hand experience that

Behavioural Competencies:

- Very collaborative style of leadership which delivers strong value to the business

- Inspirational people leader with a distinct ability to create an exciting common Vision for his/her Team and drive superior performance

- Gravitas in personality and stakeholder management to create strong relationships with other leaders across the organization

- Responsibility Matrix

Financial:

- Brand, Channel and Area wise Topline

- Cost to serve funnel as per KPI

- Channel Programme outputs

Distribution Quality indices : ND/WD/SAH/MS

Customer:

- Create and deploy Annual JBP with Top 80% contribution distributors, measured on an ongoing basis

- Develop Quality of Rural sales partners to drive last-mile distribution and execution into targeted POP villages

Process:

- Deploy continuous review mechanisms to drive a very high level of efficiency and War on Waste culture w.r.t FOS Efficiency/Distribution Drops/ Productivity

- Drive Sales technology adoption off all the platforms and tools

People:

- Consciously work at identifying Hi Pot Talent in the team and create opportunities for them to grow, vertically and horizontally

- Create a culture of learning & development through a mix of the Job/Classroom/Expanded responsibility approach