United Breweries - GM - Sales Analytics

FMCG experience preferred

Key Responsibilities

- Lead a team to generate actionable sales opportunities through data analysis, to enable the Sales and Marketing functions.

Examples of typical opportunity areas include:

1. Evaluation of sales performance and market share trends across Channels, Geographies, Packs, Types of Outlets etc.

2. Identification of distribution opportunities at a brand and/or pack level

3. Identification of low market share regions / outlet clusters

4. Identification of BTL and trade marketing spend enhancement opportunities

5. Deciphering key industry sales trends

- Coordinate across HO / Regions / States to assess their business requirements and propose relevant sales opportunities

- Coordinate with IT / MIS functions to oversee analytics deliverables including data collection, data enrichment and data upload

- Develop processes for information flow and access to users based on their functional and geographical jurisdiction

- Train / enable end-users to interpret and leverage analytics reports

- Create mechanisms for opportunity identification and review; inculcate further data-orientation across the sales function (e.g. through the use of sales scorecards)

- Handle ad-hoc analysis based on prevailing priorities

Skills

- Proven sales experience in the Consumer Goods environment

- Demonstrated knowledge of sales processes, challenges and opportunities

- Strong knowledge of statistical analysis (e.g. regression, optimization) and expertise in specific analytical tools e.g. SAS

- Demonstrated ability to build and/or lead a team to deliver analytical insights

- Expertise in use of MS Office

- Strong communication skills with fluency in written and spoken English

Qualities

- Drive to achieve the overarching medium/long-term objective, i.e. transformation in core sales processes through the use of analytical insights

- Independence and capacity to take initiative in an unstructured environment

- Ability to handle multiple work areas and balance different stakeholder expectations

- Strong interpersonal skills with a high degree of sensitivity for confidentiality

- Meticulous approach to work, attention to detail

Prior Experience and Educational Qualification

- Total professional experience of 12-15 years with:

- 3-5 years of line sales in the consumer goods industry with acquired analytics skills

- 2-4 years of experience in undertaking statistical analysis in a consumer or retail environment. Preference for a background in Sales Operations or Quantitative Market Research

- Post graduate degree in business management (MBA) from a Tier-1 educational institute

- Undergraduate degree in engineering or statistics from a reputed educational institute

Reporting to Head of Sales.