Head - Institution Business - FMCG

Head - Institutional Sales

Executive Hiring is looking for a Leader in Institution Business for an FMCG, based at Kolkata.

MBA with 12-15 yrs of experience in FMCG (preferably handling Food Category ), of which at least 2-5 years heading Institutional Sales or alternate channel is mandatory.

KRA's :

Responsible for the P&L for the channel:

- Drive achievement of Business Plan in Institutional Channel by guiding team members

- Track Performance against the Plan and develop new avenues to exploit growth opportunities in Institutional Channel; Recommend corrective action to help achievement of the plan

- Opportunity Building: Identify potential institutional customers and establish strategic partnerships to expand market reach. Build strong relationships with key decision-makers, influencers, and stakeholders in institutional accounts across Institutional channel segments

- Drive cost optimization in sales operations for the channel

Develop Strategy for building business in the channel:

- Identify potential accounts and create plan to onboard them. The plan will be tailored to the segment and account and will include negotiation (including direct negotiation with CEOs/ CMOs of large accounts )

- Continue to strengthen the relationship to drive range expansion and track the service pack

Manage stakeholders across SBUs / Supply Chain / Field Sales / General Trade/ Finance to ensure achievement of business objectives:

- Liaise with brand teams to identify the right SKUs/ sub cat for an account basis margin structure and ensure listing as per the account's process

- CSD - Requires a year long process to be followed involving multiple interactions with brand team, finance and logistics team to decide application to the account

- CPC/ Police Canteens - Defined Listing process to be followed in collaboration with brand team

- Airports and larger specialized accounts - collaborate with brand team to finalize Terms of Trade (ToT)

- Liaise with the Supply Chain team to drive salience of exclusive Insti SKUs/ dominant SKUs for each segment and ensure OTIF supply to the account. Regularly sensitize stakeholders on the need for meeting commitments to the account, penalties applicable to the company in case of delays, etc.

- Involvement with Finance team for credit mgmt. for govt accounts, ensuring receivables from accounts, process adherence for financial process of accounts.

- Strengthen relationship with major Institutional customers, along with the team, through regular Account meetings to develop category insights, understand competition activities and leverage the same to drive growth

- Category & Portfolio planning to build offers for multiple segments and focus on gaining ITC share in these customer segments.

- Collaborate with marketing teams to drive relevant portfolio for the identified segments and identify the right assortment and margin design by segment.

- Recruit, train, develop, and manage a high-performing sales team focused on the institutional segment. Drive learning in specialized nature of processes in Institutional segments.

- Build segment specific distribution through specialized customers and improve presence using appropriate selling arrangements using specialized network for various segments.

- Prepare plans to launch and establish new launches in the Institutional Channel

- Identify newer avenues given the potential in the channel - new accounts as well as new business segments.

In case this of interest to you, please upload your profile mentioning CTC.