Chief Manager/Senior Manager - Route To Market & Channel Development - FMCG

Job Title - Route to Market & Channel Development Manager

Grade : Chief Manager / Sr Manager

Position Objective: This Position is supposed to focus on 4 Key areas of Sales

- To plan and execute Route to Market network, prioritization by state.

- Develop & Execute the Go to Market strategies in key cities.

- Drive cost and resource efficiency for Feet on Street and DB infrastructure

- Delivering RTM Cost Optimization for existing and new category launch

Role Details:

1. Route to Market Role:

a. Plan Distribution/ Reach expansion in identified geographies

b. Drive Reach expansion plan in collaboration with ASMs & RSMs

c. Facilitate expansion with innovative seller incentives and other solution

d. Achieve desired DPL in identified top towns

e. Cost Optimization

2. Go to Market Role:

a. Support the business growth with improved Go to Market solutions for Distributor working - Drive Sales Effectiveness

b. Drive execution of various Go to Market norms for Distributor Team through effective collaboration with ASMs

c. Implement coverage guidelines - Urban, Rural, New Markets, Priority Markets

d. Collaborate with RSMs to Optimize spends - ROI and field force costs

e. Develop channel programs - tactical and strategic to achieve same store growth across the retail environment spectrum

3. Indirect Sales Force Development Role:

a. Oversee seller and merchandiser working and identify opportunities and gaps in the same

b. Collaborate with ASMs and RSMs to device innovative delivery solutions and also optimize market servicing through right placement and resourcing of Urban and Rural trade partners

c. Liason with the Capability Development and Sales IT manager at HO to develop effective incentive programs and tracking mechanisms to get desired results on productivity and range selling

Internal & External Linkages:

a. Reporting Manager: Trade Marketing Head

b. Direct Reports: None; Individual contributor role

c. Internal Stakeholders: VP Sales, Regional Sales Managers, Area Sales Heads, Trade Marketing Manager, Sales Development Manager, IT and Finance

d. External Stakeholders: Distribution Partners, Third Party Payroll Vendors, DMS Vendors

Desired Skills & Professional Experience:

a. The candidate must have worked in FMCG channel sales with at least 3 years of managerial experience.

b. Regional or National level sales support (trade marketing / sales development / category management) experience would be an added advantage.

c. The individual should be comfortable dealing with ambiguity, working in crunched timelines, influencing peers and senior level sales leaders without direct reporting relationships.

d. Should possess high degree of presentation skills, client management skills and creativity; proficiency in MS Excel is a must & also must be strong in Analytics and DMS knowledge