RP-Sanjiv Goenka Group - GTM Manager - Personal Care Division

Location: Kolkata

Work Experience:

- 4-5 years of managerial experience in FMCG sales / sales development / sales automation

- Must have led or implemented new sales automation practices like DMS, SFA, gamification in at least one previous role

Job Responsibility:

1 At Operational Level

- Lead all GTM and Coverage initiatives pan India and come up with best practices for last line reach

- Leading Promoter and On-shop activities

- Design effective and efficient incentive schemes for Salesmen and Field force

- FPR for smooth management all Sales IT components like Sales Information Portal, DMS System, Mobility Solutions, Assets' Management & Analytics Tool

- Analyze productivity metrics like ECO, Bill Cut, Lines & Man-days and drive for daily efficiency

- Tab on budget of incentives and spends

- Best in class visibility execution for Personal Care

- Training of Salesmen, Merchandisers and Promoters

2. At Customer Level

- Work with cross-functional teams like Supply Chain and Commercial to improve customer service levels by implementing and ensuring smooth functioning of tools like CRS, E-Claims

- Work closely with Region team (ASM/SE)to improve daily productivity metrics

- Interact with Region heads, marketing and Trade Marketing for right support through incentives to drive priorities

- Support Sales Excellence Lead in partner on-boarding for and through IT platforms like DMS

- Develop & deploy tools to augment connect with key customers/stores across institutional, MT and GT businesses

3 At Finance Level

Custodian of incentive budget

Responsible for delivering Sales IT objectives within the stipulated budgets

Scout industry for best practices in Sales Automation to improve organization ROI through deployment of IT tools like AI enabled sales bot, visual merchandising audits etc.

Sales IT vendor management - negotiating for development, support and maintenance operations

4 At People Level

Work with DSM, SE & ASMs and identify critical areas for improvement

Identify the right communication/ information dispensation tools for training & coaching internal & extended sales team

Liaison with Sales & Marketing teams to understand requirements of business & in turn ensure delivery of analytical support

Develop IT tools for enabling feet on street using understanding developed through market working and other interactions with sales personnel across channels & geographies

5 At Strategic Level

Prepare the technology roadmap for GIL sales system to succeed in a competitive and complex multi category environment

Identifies and implements solutions to ascertain penetration/coverage gaps using internal / external data like GOI Census, other macro-economic data in the public space

Supports trade marketing team in developing intel basis POS and transaction data from MT & E-Com customers for JBP and revenue growth