Head - eCommerce - FMCG

POSITION TITLE : E Commerce Head

REPORTS TO: VP Sales

Location : Bangalore

KEY PURPOSE :

- E commerce Head is responsible for the strategic vision of the channel with clear long term and short term growth plans being executed to give differential results.

- Operations in achieving the annual goals and achieve both topline and bottom line.

- Through his vision, planning and leadership skills the leader is expected to deliver the growth plans of all the brands both in volume, value & 4P goals. This would also involve development & deployment of Manpower & spends.

KEY RESPONSIBILITIES :

STRATEGIC :

- Provide a strategic direction to the growth of the company's products for e commerce channel.

- Build key plans and marketing initiatives to engage and acquire new consumers across e commerce customers

- Building a profitable and efficient network across channels .

- Build a pool of talent at every level through planned interventions (On the Job training)

PEOPLE :

- Responsible for timely recruitment, induction, training and deployment to ensure complete manning.

- Maintain open communication with staff, business associates and build & maintain enthusiasm and positive attitude in all of them.

- Carry out timely disciplinary measures & separation procedures in accordance with and as deemed appropriate to the company guidelines.

DISTRIBUTION :

- Ensure that an effective distribution network is set up in line with the company / brand strategy.

- Deliver on the distribution expansion plan in line with company objective and as required by the company time to time.

- Define & communicate coverage norms & ensure implementation in these guidelines.

- Set, monitor & ensure achievement of brand wise

- Use Nielsen data, on market share and distribution trends, develop innovative plans to improve market share .

- Use of technology - GTM (SFA)

- Implement Distributor Management Software as per the plans of the company. Use DMS to drive efficiencies and improvement in ROI for distributor as well as reduction in trade spends

- Build network through national, regional, local and direct to home models which can connect consumers across touch points and channels

INFRASTRUCTURE :

- Distribution infrastructure build up as per strategy and quality of distributors/ to achieve the annual plans as well as keeping in mind the long term plans

- Recruit and select (and set up appropriate systems for the same) distributors in the region as per the desired profile to ensure proper service to the market and their contribution to our business as per norms

- Distributor Management Software rollout and implementation Pan India as per plans and integration with Sales Force Automation tool in order to get data for analytics and action

- Treat distributor's like channel partners and ensure distributor turnover is down to a minimum by keeping a close eye on business hygiene elements like inventories, sales and fixed cost leverage.

- Ensure timely service to the distributors, in the areas of delivery of stocks, adjustment of credit notes etc.

- Ensure contact to distributors as per company norms, to share information and motivate them so that they are fully involved in the business.

- Review client structure periodically and define appropriate norms to assess contribution to business service rendered, area covered, financial condition etc. and take appropriate corrective actions.

REPORTING & ADMINISTRATION :

- Ensuring prompt and regular reporting and analysis of field data to the company.

- Ensure that the Company's policies on all Commercial, Legal and Statutory Requirements are implemented and complied with.

- Ensure that the Company's systems and policies are implemented regarding internal departments like HR, Personnel, MIS, QA

- Project the image of the Company to all external associates in line with the Mission and Vision of the Company

- Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions, as necessary.

- Study, analyze, verify, approve of and control all reports and expenses in pan India

- Set targets for NEWS - zone based on historical trends and future inputs for the full year and month wise.

- Prepare Rolling forecasts for the next three months for all SKUs, and communicate them appropriately to the Head Office.

- Review with team on daily/ weekly basis to deliver on the month plans.

PERSONAL ATTRIBUTES :

- Visible energy and initiative to bring about a change.

- Team working spirit and excellent communication skills

- Highly motivating and encouraging as a guide

- Results oriented, entrepreneurial and self-motivating.

- Leadership and interpersonal skills capable of building strong working relationships and influencing and customers and internal teams

- Sound commercial understanding of business issues and opportunities

- Clear understanding of sales and marketing strategy and planning issues

- Strong analytical skills with ability to develop strategies, tactics and measurable implementation.

- Tenacious and resilient, driven to achieve even when faced with obstacles.

KEY INTERFACES :

Internal :

- With Marketing - Promotions, Launches etc.

- With Finance Team - Analysis of data and actions for value delivery

- With Operations - S&OP planning, logistics, stock levels etc

- With R&D and QA - consumer feedback, product issues.

- With Analytics team - for data analytics and planning

- With demand team - for demand build up using data points

External :

- CFAs, and Retailers

- Promotion agencies - for local promotions

- Placement agencies - for recruitment

- Customers - E - commerce

- Specialized services - E commerce platform interventions