AGM/GM - Category Head - B2B Manufacturing Business

AGM/GM - Category Head - B2B Manufacturing Business - B.Tech Must

- Accountable for revenue, growth and profitability of the product in domestic/international market (openness to Pricing structure ?)

- Develop annual and 5 year category strategy basis market insights/intelligence and competitor benchmarking

- Define annual sales plans and targets for the category across channel/geographies; Regularly track KPIs and actively take measures to correct negative deviation and improve sales performance

- Manage SKU assortment, pricing/margin strategies product category for different zones and cities

- Ideate with regional marketing teams and sales team to support design of BTL initiatives; Ensure implementation in coordination with trade marketing managers

- Suggest incentive schemes for product category in coordination with Sales Excellence

- Identify and evaluate potential opportunities (new geographies, new products) for the category

- Support new product development and margin improvement opportunities for the category with market knowledge and insights, by providing inputs to relevant teams

Process Excellence

Sales strategy

- Drive analysis of data or insights to determine industry and consumer trends with help of sales excellence (with the help of CRM team)

- Devise short- and long-term sales strategy for the product category; Develop exit strategy for unsuccessful products

- Liaise with sales excellence and marketing department to determine competitive pricing and margin requirements for products basis market (openness to share pricing)

- Liaise with sales excellence to identify and evaluate strategic opportunities; Develop sales plan and strategy for the category for opportunities.

- Identify and evaluate potential opportunities (new geographies, new products) for the category with the help of market analysis and benchmarking in coordination with sales excellence team

Sales planning and operations

- Develop and define sales plans and target for the category across zones; Oversee budgeting and forecasting for the category

- Develop KPIs to track category success and development; Review performance report across zones

- Manage SKU assortment for the category as per regional/city level requirements

- Liaise with sales excellence head to ideate and determine trade schemes and promotions, incentive schemes

- Liaise with trade marketing managers to ensure effective implementation of BTL initiatives

- Develop and monitor the implementation of the business development strategy across zones

- Drive execution of new product launches in coordination with product managers

Customer Centricity

Customer Satisfaction

- Liaise with planning and logistics department to ensure OTIF, Support sales excellence team in demand planning. (full support required from Multiple stakeholder, also Contract fulfilment team is required)

- Continuously analyze and evaluate internal factors (e.g., production) and external factors (e.g., demand, market landscape) to derive inputs for category management

- Conduct category risk management, identify potential risks and develop mitigation plans

- Support new product development by providing market insights in conjunction with product managers