Category Head - Sales & Marketing - FMCG

Job Description:

Partner in development of the business strategy and lead its execution, for profitable and sustainable growth and expansion of the categories (Snacks, CF, Bakery & Confectionery, Beverages, Dairy, Alcohol & Pharma)

2. DUTIES AND RESPONSIBILITIES -

a) Financial Responsibility:

- Visualise and clearly articulate the long and medium term market potential for the category and how the organisation can seize the opportunity

- Responsible for working closely with Sales Director /RSMs/ZSMs/NPRD on the AOP (Annual Operating Plan) and the budgets for the category

- Generate a yearly business plan and an activity plan for the categories, to enhance market share and category growth

- Ensure that category goals in terms of overall top line sales and specific focus customer Top line targets are met

- Formulate the marketing strategy for the category along with Marketing team, and partner the sales team to execute the strategy and drive growth and achieve revenue targets

- Extend advisory support to the pricing officer with respect to prices and own up discount contract pricing for strategic accounts.

b) Customer Responsibility (Internal and External) :

- Proactively engage (self and thru teams) with both current and potential customers through regular face to face contacts and expand the footprint and relationships with multiple stakeholders across departments in each customer organisation.

- Manage key customer expectations and ensure that the customer needs (both current and future) are understood and serviced to their satisfaction. Resolve product development and related issues proactively and promptly

- Research and analyze market intelligence data on trends, competitors and other national and local demographics, geographic and psychological specifications, (gathered from the sales team and from independent sources) for new product development.

- Lead New Product strategy, innovation drives, consumer positioning, packaging and product line management to ensure an aggressive NPD pipeline for the category

- Conduct market segment analysis, identify thrust areas basis easy wins with less effort and larger volume size of the market, and prepare strategies in accordance.

- Partner in implementation of the above effort with the sales team.

- Work with sales team to fine tune the Sales script and value proposition for the products in the category

- Monitor the development, production, and distribution of promotional and collateral materials, standardize the pitch to support sales and marketing programs.

- Partner Marketing in brand positioning and creating sales pull through promotional events and capability showcases etc.

- Partner brand building initiatives for the organisation within the Food industry through participation in industry forums, presentations and outreach programs in educational institution etc.

- Develop post-event reports, analysis, and regular status updates based on marketing programs and share MIS

- Focus on implementing alternate and more efficient methods(including alternate channels and partners) to reach the target customers

- Partner with the sales, marketing and HR teams to improve the efficiency and effectiveness of the sales personnel and selling process

- Spearhead efforts at identifying new segments

- Review marketing programs, campaigns with respect to ROI and impact on sales to effectiveness