Pidilite - Trade Development Manager

Trade Development Manager

JOB DESCRIPTION (Describe key result areas / main job functions) :

- Identify the opportunities, design the regional sales and distribution strategy and Implementation the same to meet the sales and receivables and customer service objectives for region/zone.

Core :

1. Responsible for value and volume sales achievement in the Zone

2. Identify opportunities for distribution expansion and coverage and develop Cluster level distribution strategy to achieve set goals & objectives. Responsible for persistent exceptions and gap appointment in WSS / TSI

3. Review / set directions for ASMs to ensure that performance across - Region, Cluster, Territory, WSS Territory are robust and in line with the national plans

4. Lead implementation of policies for field team and WSS. Highlight issues where a change in this framework is needed.

5. To integrate efforts of the sales team with sales and distribution strategy by driving clear communication, for achieving stated objectives.

6. Responsible for alignment of key initiatives jointly with MDMs for achieving product wise sales target for the Zone.

7. Provide inputs/design schemes along with Chief Sales / NSM to tap opportunities as per local market demands and analyze the efficacy with respect to the objectives.

8. To create the SF at the cluster level. Analyse the variance between SF and Sales in the Inventory reports.

9. Responsible for smoothly implementing the People Management process for his team. This will include timely recruitment, reduction in attrition, capability building and following PPMS quality & timelines

10. Responsible for effectively executing - Center of Excellence- for maintaining a healthy relationship and with WSS by way of reward and recognition programs.

Support :

1. Participates in the divisional receivables meeting and takes corrective actions and ensures implementation in his region. Drives prompt infrastructure changes so that sales are not affected.

2. Providing strategic market inputs and feedback related to new product launch/ existing products to Chief Sales / MDM.

3. Advise on competitive moves in pricing areas as input into pricing review & decision making

4. To liaison with other division for resolving the operational issues.

Candidate Profile :

Incumbent must an MBA in Marketing with 8 - 12 years of relevant experience in Sales & Distribution preferably from Consumer Goods Industry.

Key Skills Required :

a) Excellent Analytical Skills

b) Good People management capabilities

Person should be mobile (willing to travel & relocate as per business needs)