Tata Consumer Products - Senior Manager - Channel Development & Sales Transformation

Job Description :

Role Objectives : Develop & Implement the Infrastructure & Distribution Strategy for the regions in coordination with Central Channel Development Team and Regional Sales Teams aligning with Business objectives.

Key Responsibilities :

- Custodian of SND: Distributor Count, Super Stockist Count, SubD Count, Wholesale count and SAMT count.

- Drive Sales Efficiency: Both for Urban and Rural.

- Own and Drive all SND Innovation Planning and Implementation: GTM New Projects: DSR Split Line, Premium DSR, Udaan, Elastic Run, DSR Geo Coverage

- Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed

- Sales Process Excellence: Drive Technology Adoption- Hand Held Usage, DMS Adoption, Change Agent- Manage and Drive Change with Agility.

- Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation.

- Infrastructure Deployment and Quality: Distributor Performance Efficiency.

- Rewards/Recognition and training Programs for Sales team: Design and Deploy.

- External/Competition Landscape Benchmarking: Nielsen metrics and competition - Best Practices - Mapping and adoption - in Sales Processes, Infra Efficiency.

- Drive Channel Programs to Achieve Numeric Reach Goals: Wholesale

- Distributor Engagement Programs, Incentive Programs for Field Force- Deploy, Analyze, Improve Efficiency and Delivery of Channel Goals.

Desired Candidate Profile :

- Prior Experience in Sales

- Comfortable with handling ambiguity and strong stakeholder management skills

- Strong Analytical Skills- Ability to Work on Data, correlate with Market Observations and identify gaps and plan and execute course of action.

- Ability to Work with cross Functional Teams-Digital, Operations, Supply Chain, HR, Marketing, Shopper Teams.

- MBA with 6-8 years of FMCG experience