Look for Trade Marketing & GTM people from FMCG/ Paints or Similar industry

Job Purpose Statement

Main Purpose of the job is to maintain pricing in the market to drive revenue and distribution in the market and act as custodian of maintaining commercial hygiene in paints business as well as serve as business partner to the Regional Managers, Finance functions, marketing function and other stakeholders as well as maintaining pricing optimization of products and lead & enable the cross functional teams for delivering profitable growth. The incumbent will focus on revenue growth, efficiency improvements, and maintaining high standards of service to achieve business objectives while ensuring adherence to defined processes and execute engagement programs.

Key performance metrics:

Critical Accountabilities:

KEY RESULT AREAS (KRA):

MAJOR ACTIVITIES:

OUTCOME:

Commercial Hygiene:

Ensure commercial hygiene in a commercial operation like:

- Credit management (setting credit limits to manage working capital and smoother operations)

- Timely settlement of rebates/discounts for positive engagement with channel

- Organizing incentive trips for retailers to create a long-term relationship

Pricing Management:

- Internal Hygiene and stakeholder engagement

- Define and implement pricing decision in accordance with PnL

- Defining Pricing escalation with timelines

- Collect market intelligence on current pricing and opportunity

- Leading pricing tracker to ascertain realization of business decisions

- Net price realization and Budget delivery

- Cost Management - Discounts, Rebates and promotions design

- Designing of promotions for retailer engagement

- Managing pricing to help in distribution expansion (width & depth)

- Maintaining pricing hygiene to avoid any MOP issue

- Pay for performance

- Promotion trackers for wider participations

- Distribution expansion

- Volume growth

- Standardizing processes by building capability and transparency

- Aligning organizations to drive G to N automation

- Make structured interventions to ensure controls are "in place" and "in use"

- Proactively review, disclose, and act on gaps (if any)

- Ensure rock controls are firmly embedded in process

- Identify and provide training / opportunities, and develop capabilities of the commercial team in the regions

- Upskilling and development of organizational commercial processes

- Incentives & customer promotion settlements

- Oversee customer settlements - Preparation, verification and timely generation

- Align incentive trip design to be loyalty drivers instead of heating up channel inventories - design to address segmentation guidelines

Customer engagement:

- Managing compliance and Audit

- Scheme design as per compliance approvals

- Audit of all spends thru company appointed auditors

Internal Audits:

- As per requirement

- CSS Machine Deployment & Management

- Design of POST package

- Capex Management of POST

- Annual Maintenance of POST

- Audit of POST

- Capex Management of 2.3 Mn Euro

- Customer Experience in terms of Machine UP time

Major Challenges:

- Work with cross functional team to organize and allocate resources across key initiatives in an optimal way (Sales, Finance, Consumer and Customer marketing)

- Institutionalise the BU processes and integrate digitization, automation to enhance overall business operations

- Understanding of multiple geographies and competition intensity to strategize commercials.

- Understanding of PnL challenges.

- Working with multiple stake holders from different functions across BU and working closely with BU pricing team.

- Ability to challenge different layers within the sales organization on discounts, rebates and promotions design proposals and drive adherence to defined guidelines

- Understanding of impact of new process design

- Overseeing customer service on financial front, managing compliances and audits.

- Timely reporting to sales team for effective implementation of pricing interventions in the market.

- Liasoning with Procurement and GBS for settling the gifts and trip requirements on regular basis

Key Decisions and Dimensions:

- Discount deployment for maintaining competitiveness in respective markets.

- All Processes and systems to be followed

- Review to take stock of business situation

- Ensure discounts, rebates and promotion designs drive desired mix and CM%

- Price increase recommendations

- Profitability (organization, retailer, Painter)

- Settlement of customer promotions

- Machine productivity

Skills and Knowledge:

- University degree Tier 1/2 - preferably in Commerce, Business Administration or similar with 10 - 12 years of experience in Paints, FMCG, Building material, Beverages Lubes etc. Experience in working with large customers in construction industry and managing medium size business team is preferable

- Should have the ability to convert Research data and Commercial data into insights and commercial business ideas

- Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills

- Know how on Microsoft Office skills (Excel, PowerPoint and Word), Must be a self-starter, possess good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines

- Courageous, Objective, Independent yet Collaborative

- Resilience with emotional maturity

- Should be proactive, a problem solver & able to work independently with minimum supervision

- Should be comfortable with providing business support in line with market practice