United Breweries - GM - Sales Analytics (12-15 yrs)
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.
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