Senior Manager - Customer Development - FMCG

Position : Customer Development Manager

Level : Senior Manager

Experience : 12-15 yrs

Qualification : MBA/PGDBM-Full time

Industry : FMCG

 Location : Gurgaon

Role and Responsibilities :

- Building ahead of the curve distribution infrastructure

- Distributor profiling, health checks and rightsizing

- Distributor investment, ROI, Margins, Subsidy, Pay for Performance

- Distributor loyalty programme management

- Design and policies for defining single/multiple tier distribution across markets

Sales force automation :

- Implementation of DMS and order taking app

- Desired usage of SFA

- Design and derive intelligence to support efficiency in sales operations

- Insights to bring incremental sales

Sales process owner :

- Design and implementation of sales processes

- Dashboards, KPI indicators, MIS Design

- Way of Working - Distributor/FOS/TSM

- Enhance Feet on Street productivity

Third party capability :

- Third party sales force evaluation programmes

- Performance bucketing

- FOS incentives

- Design FOS training and development

Direct and indirect reach increase :

- Urban/rural coverage

- Opportunity identification and defining focus areas

- Manning and manning principals

- Beat restructuring, etc.