Piramal - National Sales Capability & Development Manager - Consumer Product Division

JOB OVERVIEW :

- To get the sales organisation future ready in systems, processes and competency through sales transformation, trade activations and sales competency building initiatives

- The role enables in the revenue responsibility for the Business. The Incumbent will be responsible for driving sales strategy, Sales transformation and capability building.

REPORTING STRUCTURE : Vice President - Sales

QUALIFICATION : MBA from a reputed institute

EXPERIENCE :

- Minimum 12-15 years- experience in Business Management with majority time in sales including a 3-4 years of experience as ZSM in a reputed OTC/FMCG company. Having worked in Modern trade/Ecommerce will be an additional advantage

- Experience of working in diverse markets and successful track record in delivering results, team management.

- Should have experience in implementing IT/SFA in Sales

- Experience reg. trade marketing/ Zonal Sales is added advantage

SKILLS :

- High process orientation, understanding and ability to communicate process to sales

- Stakeholder Management

- Understanding of sales processes and reporting infrastructure

- Ability to analyze data and correlate it to behavior on field

- Ability to develop sales strategy for growth and productivity improvement

Sales strategy :

- Optimizing process and infrastructure for increasing productivity

- Creating & executing end-to-end standardized retail and whole sale & retail Loyalty programs and ensuring that payouts happen on time

Sales force automation :

- Embedding technology in to sales processes through SFA implementation and adoption

Sales competency building :

- Standardized career path for the sales function through embedment of sales competencies in career pathing initiatives (ACDC)

DMS Implementation :

- Develop a Future optimal distribution model which is cost efficient and does not include having direct coverage in smaller towns which can be catered through bigger Hub towns

- Contribute to the EBITDA achievement of the division through Sales development -

Sales training :

- Effectively deploy training with accountability in improvement & performance of the sales organisation

The function will have four key roles : 

Sales Transformation :

- Sales force automation which includes DMS implementation, increasing sales reporting process efficiency & technology embedment in reporting, ensuring a Geo Compliant DVL & Distributor consolidation strategy implementation

Trade Activations :

- Enabling high productivity through implementing trade activation programs - Retail Display and Wholesale loyalty program for General trade division.

Sales Competency Building :

- The role will work with HR and Sales team in developing & meeting the training needs of the sales organization and embedding sales competency in various processes of sales organization respectively.

Sales strategy :

- Work closely with Sales leadership and HR to drive incentive strategy to ensure that incentives drive equal impetus on - efforts - Process compliance & Value - Sales achievement-