RP Sanjiv Goenka Group - Manager - Go To Market

ABOUT US:

RPSG FMCGYear 2016 - This was when the RP-Sanjiv Goenka group envisioned a foray into the FMCG Business. RP-SG FMCG's strategic intent is to innovate disruptively and create brands and products, that are genuine and desirable to the consumers.We started by exploring the packaged snacks segment. Based on extensive consumer research and insights generated thereof, we realised that a majority of them indulged in Fried & Unhealthy snacks, and were feeling guilty about their indulgence. This was the need gap we saw an immense potential in - both in terms of business and in terms of making genuine product offerings.With this in mind, we ventured into the Foods business with one intent - offer healthier and guilt-free snacking options which consumers can have anytime, anywhere, as much. This resulted in the incorporation of our FMCG firm - Guiltfree Industries Limited (GIL) - in January 2017. And so began our brand story - a healthier snack offering which also scored high on the taste factor. In April 2017, a new force in the snack foods space came into existence- GIL's first brand "Too Yumm!".Since its inception, GIL has been growing at a break-neck pace, beating industry records. Within just a year, 'Too Yumm!' achieved an annual Sales Rate of INR 200 Cr. by growing at 15-20% MoM - one of the fastest in the country to do so. By FY1819, 'Too Yumm!' is all set to become a INR 600 Cr. brand with its distribution across India and beyond. In December 2017, Virat Kohli came aboard as our Brand Ambassador. And we all know that a fitness icon like Virat won't sign-off with a brand unless he genuinely believes in the value proposition - in our case, truly guilt-free snacks to binge on.

We've also grown inorganically by acquiring Apricot Foods - a mass-market snack company based in Gujarat. Apricot's brand 'eVita' is already clocking INR 200 Cr. revenues and is poised to grow bigger.By following organic & inorganic growth trajectories, we at RP-SG FMCG are all set to venture into other FMCG categories, create a portfolio of brands that are disruptive & genuine and achieve a revenue of INR 10,000 Cr. within 5 years. With the RP-Sanjiv Goenka group itself scaling new heights, with annual revenues of INR 23,000 Cr.+ and assets close to INR 41,000 Cr.; we know that an extraordinary journey has just begun.Want to be a part of this exciting journey? Come aboard!

Job Description:

At Operational Level:

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

- 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 & Mandays and drive for daily efficiency

- Tab on budget of incentives and spends

- SPOC for improvement of SFA parameters through analytics and review

- Identify new trends in industry and continually work towards imbibing best practices and tools (e.g. DMS, SFA, sales enablement tools) in GIL Sales ways of working

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

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

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

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