Head - Sales Development & Process Automation - FMCG/Retail

Head Sales development and Process Automation role with one of our prestigious client - Leading manufacturer and retailers of Textile & Apparel sectors and also have presence across varying segments such as Consumer Care, Realty and Engineering in national and international markets.

This role will be responsible for designing and driving GTM strategy across the organization and manage its execution. Responsible for developing a cohesive GTM strategy - product positioning, launch plans, pricing, targets and KPIs with stakeholders. Responsible for developing a trade marketing strategy for the organization

Key responsibilities attached to the role:

GTM (Go To Market):

- Devise a go-to-market process, plan timelines, pricing, and promotions.

- Develop excellent working relationships with the Sales team.

- Provide insightful information or proposals on the competitive landscape as per market needs.

- Propose New product requirements as per market need.

- Suggest/devise Pricing structure - Primary & Secondary

- Partner closely with commercial, Trade marketing, and sales teams to drive sales from a strategic perspective

- Implement Go-To-Market Strategy through driving Core GTM parameters like; controlling Vacancy and absenteeism, Productivity, Effective Coverage, Increase in Drop size, Recategorization of customers, Rural distribution models and coverage expansion, Compliance Audit, Capability enhancement.

- Define & monitor Sales KPI's.

Trade Marketing:

- To develop and execute the trade marketing strategy.

- Designing and managing the promotional plan like wholesaler loyalty programs, engagement program etc., identifying new promotional opportunities

- Working closely with the marketing team to commercialize brand plans, looking at pack formats, pricing and promotions

- Drive width and depth for existing, new and focus products through the sales team and distributors.

- Managing the trade spend and allocating the Advertising & Promotion (A&P) budget across all channels/customers

- Work on improvising Trade Channel P&L, by closely monitoring trade margins and ensuring reduced leakages/misuse of margins - Identify and investigate market level growth opportunities through improved Channel mix and Product mix.

- Define and monitor Dealer KPI's

Sales Process Automation:

- Technology enabled business processes and monitoring Application development.

- Develop and implement automated application to improve productivity of Sales Force through implementation of Sales Force Automation System.

- Drive and deploy systems and processes. Share insights with the management in delivering the Sales Targets for the geography. Support the Zonal heads in execution excellence through timely execution planning, tracking results and supporting the review process.

- Focus on technology enabled Secondary sales processes such as CD Billing Automation, Sales force Automation, DSM Geo-Location Visibility,

Auto Replenishment system, Business Intelligence, B2B E Comm app tie up, SFA for Our B2B Channels, DMS system management and enhancement, Digital Training Videos and BI and Various Report development.