Colgate Palmolive - AM - Shopper Development - Rural

Position Title: AM - Shopper Development ( Rural)

Function: Customer Development

Manager: Shopper Development Manager

Manager's Manager: Customer Development Team Leader

Location: East India - Kolkata

Job Purpose

The AM Shopper Development (Rural) is the custodian for the rural business in the assigned geography. He/she plays a pivotal role in implementing & evaluating the activities driven to achieve sales objectives, distribution & key RE activation's/engagement plans within time budget parameters in coordination with the field team.

Job Context & Challenges

- Identification of key category/brand opportunities in a dynamic market scenario and taking the right actions promptly

- Analyse past performance of programs/activation's/schemes and suggest improvements to category / brand plans with an intent to grow the category & channel sales

- Monitor and evaluate the success of the launches / test markets and make necessary amendments

- Execute trade activities consistent with budget allocation

- Manage and control trade spends for the category / channel

- Continuously seeking opportunities to grow the rural business based on shopper insights / feedback from trade

- Gather data and closely monitor competitor activities and performance

Functional Linkages :

Internal: Rural RE Manager, Rural Activation's Manager, Head Rural, Customer Development Team Leader (Branch Manager), Shopper Development Manager and Customer Marketing

External: Vendors and agency

Key Accountabilities :

a) Coverage Expansion: Track Achievement against Targets & Highlight Gaps & Opportunities

b) Building a Distribution Infrastructure:

- On ground engagement to be planned for Rural SSM on a periodic basis

- Track attrition issues and identify ways to plug the gap/issues

- Co-ordinate with Field teams to identify strong SSM & STL and ensure retention through constant Engagement

- Manage & deploy incentive programs for all key stakeholders in the Rural Team

c) Building Capabilities:

- Conduct Class room training on a periodic basis for SSM & STL

- Effective Implementation of Sales Aids in each geo

d) Driving efficiencies:

- Collate ROI and Efficiency in Subsidy spends learning and share best practices

e) Key Customer Engagement:

- Develop and track Implementation of Key RE activation & Engagement plans

- Ensure timely delivery of POP and other inputs to ensure speed to market

f) Colgate Equity & Portfolio Mix:

- Plan in co-ordination with Branch/HO, the portfolio mix by quarter by Geo

- Market Feedback on competitive activities

Experience:

- Essential: Should have worked as Sales Manager in a Rural Market

- No. of yrs of Exp required: About 3 to 4 Years

Professional Qualification

- Essential: Should have done MBA from Premier institute, with Sales and Marketing specialization

- Desirable: Handled projects in Rural Sales & Trade Marketing

(Applications open for batch 2012 and 2013 only)