JOB DESCRIPTION:

JOB SUMMARY

To activate and influence regional sales leadership by developing and communicating JBP plans, to deliver and own FMOT leadership in the region, to develop management solutions to build organizational capabilities, to invest SG&A budgets in the regions to deliver sales plan     

CORE JOB RESPONSIBILITIES

• Act as “think tank” for the region
• Analyse, identify and lead incremental and breakthrough growth opportunities in the region
• Develop powerful launch plans to ensure NPI success in the region
• Ideate and identify key POP levers to win with customers and shoppers
• Develop data toolkits, share data based insights to facilitate discussion & business planning
• Assess competitive dynamics to formulate suitable counters
• Analyse marketplace & translate into relevant business insights
• Conduct promotional analysis to identify and scale-up cost-effective Promotions     
• Own ‘Regional Business Plan’    
• Develop and align the annual region strategy (Localized Region Business Plan) to deliver targeted growth
  • Localized activities
  • Monitor permanent visibility outlets
  • Plan visibility drivers
• Develop Trade and Shopper Marketing Calendars to deliver the JBP
• Develop Scorecards & decks to monitor vital signs
• Customize & construct monthly business plans. Influence regional sales team and secure buy-in
• Lead initiative planning and execute through matrixed team
• Deliver and own FMOT leadership     
• Co-ordinate with region sales and leverage agencies to execute powerful brand activations
• Develop customized and differentiated solutions to deliver trade visibility leadership
• Lead and execute winning category, channel and customer strategies to be partners of choice
• Expand brand reach by driving direct distribution and leveraging controlled/ indirect channels
• Customize and lead execution of Plano-grams for impactful shelf visibility
• Ensure availability of proper POS to the ISR / ISP’s / merchandisers in the region
• Deliver perfect punch initiatives and share PP trackers
• Build organization capability
• Co-ordinate with region sales and leverage agencies to execute powerful brand activations
• Train and coach merchandisers to effect best-in-class visibility in store
• Manage the team, who controls the ISP’s and supports the merchandising operations
• Continuously explore the market & network with peers to build a robust vendor database
• Ensuring formalized process to transfer Best Practices
• Mobilize senior management and develop frameworks to prioritize and resource key projects
• Motivate the distributors and AFCs/ISR’s / ISP’s to deliver plans
• Run and monitor a distributor motivation plan to deliver the sales plan
•  Run and monitor AFC/ISR incentive plan to deliver plan
• Monitor and control the ISP program in the region
• Develop localized vendors
• Develop vendors for executing permanent branding in the region
• To develop and execute collaterals for Traditional Trade
• To source products for localized activities
• Invest budgets to deliver Sales Plan
• Plan and take decisions to efficiently deploy budgets to deliver revenue sales
• Develop and publish trade marketing activities and calendar
• Monitor and share rolling forecast on trade spends
• Operate within planned budgets to ensure profitable business
• Control & monitor process hygiene and overall spends strategy

MINIMUM QUALIFICATIONS

Minimum Education

Post Graduate

Education Level

Major/Field of Study

MBA/PGDM

Sales & Marketing

MINIMUM WORK EXPERIENCE

Experience

Experience Details

• Minimum 4+ years of relevant experience.
• Sales experience (at least one ASM stint) preferably in an FMCG-MNC & experience in sales & distribution channels
• Comfortable interacting with agencies/ vendors
  Possess excellent communication, interpersonal, influencing and persuasion skills
• Strong project management and data interpretation/ analysis skills
• Deciding and Initiating action to build confidence
• Stature, self-belief & people skills to handle & impact matrixed teams
• Keen intellectual acumen to formulate strategies and concepts
• Ability to think on the feet
• Think flexibly to see issues from different perspectives and take informed decisions
• Set high expectations to develop a winning team
• Be customer focused to add value

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

     

DIVISION:

ANI International Nutrition

        

LOCATION:

India : Remote

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 50 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)