Manager - Sales Development - FMCG

Purpose of Job:

- To drive visibility, trade marketing, activation & channel wise initiatives in trade for building brand equity of existing portfolio & NPIs.

- To ensure category management in the channels.

- To strategize & develop trade initiatives pertaining to the primary channel.

- To support and help in driving sales of the region.

Key Job Responsibilities:

1. Managing Visibility :

a) Ensure achievement & maintenance of monthly visibility in permanent display windows & separate brand focused windows.

b) Ensure achievement & maintenance of permanent visibility solutions in General Merchant (GM)/General Retail (GR)&Chemist (CH) Channels in Direct towns by agreed timelines.

c) Ensure rolling of Visibility initiatives in indirect towns through co-ordination with the onroll and offroll sales team.

d) Monitor the performance of merchandisers, agencies & vendors in market execution & take mid-course corrections in order to reduce variance against expectations.

e) Conduct Merchandiser's meet for all merchandisers supporting the GM/GR & CH Channels and train them periodically.

f) Identifying better ways of visibility GM/GR & CH Channels and design visibility plans to create a clutter breaking presence in outlets.

2. Managing Activation :

a) Identify potential towns & brands in GM/GR & CH & plan activation for increasing visibility, shopper engagement & throughput

b) Execute regional & national activation initiatives in GM/GR & CH channels

c) Identifying the brand building opportunities at FMOT (POS) and plan out activation surrounding that

3. Managing External Stakeholders:

a) Managing the execution of vendors in GM/GR & CH channels (like crayoning)

b) Managing the execution of agencies in GM/GR & CH channels (like shopper engagement activations)

c) Managing the execution of merchandisers/merchandising agencies in GM/GR & CH channels through the help of TSEs

d) Managing the execution of visibility of USRs in GM/GR & CH channel through the help of ASEs

4. Managing Internal Stakeholders:

a) Communication of channel activations and strategies to the

b) Liaise with multiple internal stakeholders like: ASH, TSH, ASO/Sr.SO/SO to execute projects and activations in GM/GR & CH Channels

c) Liaise with ASH, TSH, ASO/Sr.SO/SOto collect reports on GM/GR & CH channels on any brand initiative, NPIs launch (retail audit, launch tracker)

d) Liaise with ASH, TSH, ASO/Sr.SO/SOto collect pictures of execution in GM/GR & CH channels on any brand initiative, NPIs launch

e) Liaise with Logistics team for (freebies, POS, & collateral related issues)

f) Liaise with Finance team for claims (TM + permanent display payout + Financial matters of Vendors & agencies etc)

5. Reporting :

a) Periodical activity report

b) JCM reports on channel performance

c) Retail Audit & Channel Universe update

d) Expense Statements

e) Other relevant forms

Key Competencies

1. Influencing Skills

a) Ability to influence others and gain support from stakeholders within and outside Company.

b) Develop beneficial relationships to win support, gain co-operation or overcome objections in order to progress objectives.

2. Customer Focus and Creating Business Solutions

a) Ability to create business solutions from issues and problem that exist in the market. Generating new ideas to address the issues and tackle the necessary causes of problems.

b) Identifying and responding to current and future customer needs

c) Focusing the team / organisation on adding value to customers and taking actions to build customer value

3. Business Planning and Development

a) Understanding market place dynamics and pulse of trade and shoppers behaviour

b) Ability to plan for activities seeing business need for the hour

c) Ability to create the visibility solutions

d) Ability to identify potential business opportunity and create plans to maximize the gains

e) Ability to identify potential threats and make and execute plans to tackle them.

4. Vendor Management and People management

a) Negotiation skills, knowledge about the technicalities of branding, FSUs, POS materials etc

b) Monitoring and management of merchandiser's performance

c) Capability building of merchandisers through training and on the job coaching

d) Engagement through market work, recognition and team work

e) Management of promoter teams, training & evaluation at the end of every activity

5. Soft skills

a) Relationship management

b) Influencing people (ASH, TSH, ASO/Sr.SO/SO)

c) Managing his own and team's visibility