Category Development Manager - FMCG - IIM/ISB/XLRI/FMS/MDI

Hiring for CATEGORY DEVELOPMENT MANAGER position with a leading FMCG conglomerate. Candidates from Premier B-Schools - 2007-2010 batch, having 6-10 years overall experience in Sales / Trade Marketing / Sales Development need apply.

PURPOSE OF THE JOB:

Develop category expertise with respect to the Food Businesses and coordinate Sales, Trade Marketing and Distribution activities; evaluate implementation of sales and TM&D related strategies to meet sales and TM&D objectives

KEY FOCUS AREAS:

- Develop category expertise and relevant channel specialization

- Audit and evaluation of implementation of Sales & TM&D Plan

- Develop, review TM&D norms

- Market Information

- Sales Administration for Product Categories

- Training & Development of Channel Specialists

- Code of conduct and Statutory Regulations & Norms

PRINCIPAL ACCOUNTABILITIES:

Develop category expertise and relevant channel specialization

- Custodian of all Sales & TM&D related information for the category

- Develop a complete understanding of the Sales and TM &D practices in the Industry with special focus on Convenience and Grocery Channels.

Evaluate implementation of sales & TM&D Plans

- Check effectiveness of our TM guidelines / Suggest mid course corrections if required.

- Evaluation of sales performance by region / states and any other relevant segments

- Liaising with front end of the supply chain to ensure optimum operations at company level.

- Develop Customer Selection, Administration and Evaluation Systems for the Category

- Coordinate, implement and evaluate Sales TM&D activities for foods.

Market Information

- Collect and Analyze information on other FMCG's - a) Company level, b) Field level pertaining to tactical/strategic changes in TM&D practices.

- Analyse and track competitive trade margin based on market information

- Developing and running the sales databases and access systems, including competitive estimates if any.

- Monitoring activities in the market place and provide feedback to HO ensuring the receipt of information by the appropriate user.

- Initiate / Coordinate / Repository / Analyse retail audit reports and any other market intelligence to gain competitive advantage.

Sales Administration

- Sales management, Budgetary Preparation & Control

- Provide feedback to Foods on all relevant activities & reports in the areas of Sales/ TM&D/ Budgets information on an ongoing basis.

- Set standards & monitor norms for optimal stocking at the front end of the supply chain.

- Assist TMDM in all areas of Trade Marketing and Distribution

- Liaison with field and SBU heads

- Meet field sales service needs through coordinating at HO - all administrative, commercial, legal and personnel matters for the business.

- Coordinate between Foods & HO on all activities related to Programming, Logistics (OTIF, monitoring availability of designs as per norms etc), scheme management.

Statutory Regulations & Norms

- Ensuring effective and commercially appropriate trade agreements and contracts.

- Develop an understanding of tax related issues pertaining to the category.

Training & Development

- Formulate/implement Market Development Program for the customers

KEY SUCCESS FACTORS:

- To be a category expert for foods.

- Information Systems and knowledge of category.

- Efficient administrative systems and processes.

INTERNAL LINKAGES:

Divisional Manager - Sales/ TMDM/ DMs/ BMs/ SBU Heads.

EXTERNAL LINKAGES:

Relevant FMCG companies.