LAVA International - DGM - Learning & Development

Sales Actors

Retail, comprising of:

Partners : Retailers & Modern Trade outlets (population of 2 lac individuals)

Employees : 3000 on rolls promoter- s, 1000 on rolls (Area Retail Officers) team leaders,

Distribution, comprising of :

Partners : General & modern trade distributors : 1100 partners with their employees

DSE : 3500 Distributor sales executives

Distributors & employees : Owner, MIS, warehousing, delivery - 2000 +

Employees : On rolls employees : 550 +

Distributor managers : 400, responsible for P&L of 2-3 partners

Zonal managers: 100, Leaders of zone, leading 8-9 (ARO), 2-3 distributor managers

Business Unit Heads: 25, State sales operations heads

Key Responsibility Areas :

- Knowledge Life Cycle management

- Onboarding and Induction

- Create process for onboarding and induction of all actors

- Deploy process through respective reporting managers across country

- Create induction process for product & technology, ways of working & policies for all actors

- Training need identification (TNI) all actors in sales

- Create Process of individual TNI for each actor based on

a) Monthly sales KPI achievement

b) Monthly knowledge (tests on process/product/policy) score

c) Monthly process compliance score (based on audits, measurement of process compliance)

- Competency development

- Create process for 6 monthly competency development for DSE, DM, ARO, ZM and BUH. This is based on Lava competency framework of people, business & operations

- Customized competence building curriculum based on TNI from assessment centers (ADC)

- Customized TNI and curriculum based on formal performance appraisal (PMS)

Lead team :

- Lead a team of talented resources from T1 b-schools

- Team responsible for actor wise knowledge life cycle management (KLCM)

Analytics :

- Coordination with content

- Coordinate with in-house content factory to build training material

- Coordinate with external agencies for top talent capability building

Ideal Candidate :

- Preference given to people with - experience in HR workforce learning management in FMCG / Consumer durable/ Telecom/Appliances/Manufacturing/BPO/KPO/Training Firms

- MBA in HR or equivalent degree from tier 1 institutes (4-6 years exp)

- Exposure of talent management

- Understanding of sales concepts - distribution and retail