Job Title

Role Description: GTM/Retail Channel Expansion- Key in executing /implementing direct distribution plan in terms of driving direct distribution under S&D Plan. Recommend changes in sales representation by mapping “ As is” & “ To be” mode of coverage as per S&D plan looking at Pop strata & business value at town level. To drive extraction plan from any expansion initiative in terms of consistency of billing & driving bill value. Identifying right channel partner profile to enable right selection at fundamental level. · Periodically monitor the sales structure for effective span of control & performance through templatized goals & competencies across SO Level for the Zone. Monitor the effectiveness of ISRs incentive structure and R&R parameters and recommend programs based on marketbenchmarking of best practices. The incumbent will have to partner with Trade marketing for effective execution Diagnose the cause of non-performance whether it is related to processes or people ( Will & Skill) and recommend action plan related to sales force training. Study the current sales automation process and identify the problems related to “ As is” process and recommend “ To be” through best practices in the market & partner with IT team for execution. Skills & Competencies Required: Functional Competence: FMCG-Channel Sales understanding GTM strategy execution Proficient in use of sales tech tools/MS Office Strong quantitative skills 2. Behavioral Competence Ownership/outcome orientation Bias for action/entrepreneurial Planning & Organizing Influencing leadership/strong communication Collaborative 3. Minimum 5 years of similar experience in FMCG industry