Management Consulting Role - Sales & Marketing - FMCG & Retail Domain

Capability Perfect Sales & Marketing

Management Consulting + Track skills General Business Consulting

- Understands how sales and marketing function works in an organization and be able to analyze the strategy and processes being used, compare against industry best practices, and lay out a future roadmap.

- Understand the best-in-class practices across the sales and marketing capability spectrum and generate pointed recommendations for the client.

- Understands balance sheets / financial statements and can describe inter-relationship between statements and draw conclusions about a company's performance. Can develop insights based on findings through advanced financial and other quantitative analysis and forecasting techniques

- Can solve an unstructured problem where brief provided is minimum. Solves the problem by breaking down into structured modules. Can help identify & structure key issues into an issue tree & set of hypotheses & plan

- Can develop preliminary strategy and operating model by compiling and drawing insights from Research and Analysis of client's business, market, competitors. Makes appropriate inferences even if information available is insufficient, interprets data in context of industry & company specific issues

- Understands intermediate economic principles including opportunity costs, marginal utility, elasticity and GNP. Also understands company's key strategic/operational issues -market definition, industry trends, client issues

- Can describe journey lifecycle and its impact on client's vision and can influence client peers to align efforts with the overall organization vision

- Provides proposal support with minimal supervision. Articulates ideas, prepares business cases and models

- Provides proposal support with minimal supervision. Articulates ideas, prepares business cases and models

- Can successfully sell and deliver projects across Industry groups / SLs

Client and Project Management

- Has strong project management skills. Leads project management for module or for a small sized project

- Works on client site and leads an area or module with minimal supervision.

- Talks to clients & stakeholders independently both onshore and onsite

Communication

- Has very strong written & verbal communication skills. Confidently communicates data and findings to enable insight development. Shares findings in group discussions, manages informational/clarifying questions. Advocates a point of view

- Has very strong deck writing skills. Can make a crisp deck with a compelling storyline

- Makes presentation to the client. Lead presentations at a module / project level. Brings and shares perspective across business / offerings and Service Lines

Industry Skills - Industry Expertise: Experience in Consumer Goods Industry (in Sales, Trade Promotion Management, Branding) is preferable

- Domain Development: Develop assets and methodologies, develop of points-of-view, research or white papers, support development of marketing collateral, conduct public speaking and publish in industry periodicals

- A minimum of 12 years experience in the Consumer Goods industry and/or consulting experience in the discrete industry, and preferably Consumer Goods

- Process Design / Systems experience (e.g. DMS/DIS/NP/SAP TPM/CAS) would be preferred

- Any tech experience like SAP implementation/strong end user experience desirable

- Strong program management and analytical skills are required

Capability Skills Consulting or functional experience in

- Sales Strategy and Business Planning

- Product and Market Entry/Launch Strategy

- Sales Operations

- Sales Force Incentive Management

- Sales Force Effectiveness

- Trade Spend Management

- Process Assessment & Improvisation

- Sales Data Analysis

- Marketing Planning & Assessment

- Channel Strategy and Design

- Media Planning