Manager - Customer Development - FMCG

Customer Development Manager

Job Description:

Basic Information:

Position: Branch Customer Development Manager Business Unit

Function: Sales Location Branch Office

Sub Function: Branch Reporting to Branch Manager

Purpose Of The Role:

- A statement summary about the primary purpose of the job. Why does this job exist in the organization? What would not get done in the organization if this role did not exist? 1 to 2 sentences explaining the how the role helps the function / organization achieve its objectives.

- Spearhead Sales Development, GTM, analytics and capability agendas in the branch.

- Conceptualize & implement branch specific interventions to drive channel partner performance & development for business outcomes for the branch.

Key Responsibility:

- Defining 8-10 critical responsibilities associated with the job which account for ~80% of the bandwidth and effort of the job holder.

- GTM & Sales Transformation - Spearhead GTM implementation for the branch by collaborating with the corporate teams and branch leadership.

- Customize the GTM strategy for the branch across categories, markets taking into consideration local nuances and competition challenges.

- Ensure the best in class GTM infrastructure is laid down for the branch to support sales and distribution growth.

- Create category specific GTM plans for the branch towards achieving specific market and category objectives.

- Sales Capability Development - Anchor and govern the capability initiatives across field force ensuring adherence & effectiveness.

- Drive specific capability development actions to enable NPD, projects & technology initiatives.

- Distributor & Performance Management - Assessment of distributor performance, identifying performance issues, creating processes, initiatives to solve them.

- Drive focus on improving core development KPIs - productivity, ECO, focus SKUs, ISR/DSR throughput to deliver business outcomes.

- Drive distributor ROI by influencing distributor led investments, spends, R&R, F&F by partnering with commercial teams.

- Build adherence and timely implementation of initiatives towards enhancing sales productivity in the divisions.

- Maintain the overall hygiene of the branch w.r.t outlet base, sub stockist, gaps and improvement thereof.

- Technology, Automation & MIS systems - Drive implementation and adoption of technology initiatives such as sales automation tools, distributor management systems etc.

- Implement road map for technology architecture, MIS requirements within the branch.

- Define the opportunities to drive automation of processes to achieve efficiency and greater productivity of trade partners, branch sales force.

- Drive the agenda for 100% adoption of the best practices, new tools & technologies across the branch.

- Team Management - Hire, coach and empower the customer development officers to successfully execute planned agendas for the branch.

- Setting performance targets, monitoring performance, suggesting and supporting improvement on a continuous basis.

- Communication of methods, policies and ways of working to the team members to drive adherence in the sales team across the branch.

Key Performance Goals:

- Listed below are the key performance goals for the role. Performance Goals are the critical outcomes of a job contributing to the organization's and role's success.

- Sales achievement & Business KPIs (productivity, ECO, must sell SKUs).

- Distributor health management (ROI, Distributor Assessment Scores etc.).

- Capability development programs in the branch.

- Effective adherence, adoption and roll out of SOPs, systems and processes.

Interfaces:

- This section defines the set of key stakeholders (internal & external) with which the job holder is required to interface, towards fulfilling the objectives of the job.

Internal Interfaces:

- (Roles that the jobholder interacts with internally), External Interfaces.

- (Roles that the jobholder interacts with externally).

- Capability Managers Distributors, Channel Partners.

- Manager GTM & DO Regional Field Coaches/Trainers.

- Branch Customer Marketing Manager IT /Vendor Support.

- Field Sales Managers - RSMs, ASMs.

- Sales IT Manager (IT Teams).

- Branch Commercial Manager.

- Rural Channel Manager.