Coordination with / co-working: Marketing team, TMAE, Distributor Sales team, HO team, KAMs, Plant teams, Logisitics, Finance

Number of Years of Experience: Min 8-10 years (in sales & marketing digitalisation with experience in implementing CRM, DMS, sales force automation, product management)

Educational Qualification: BE / B.Tech | MBA (preferred)

AM/NS Level / Grade: M7

1. Role Overview

The Manager - Digitalisation (Sales & Marketing) will lead digital transformation initiatives across the S&M function including making business requirement documents (BRDs), implementing key digital tools such as Distributor Management Systems (DMS) and Sales Force Automation (SFA), and ideating/implementing AI-based pilot solutions to improve business processes.

The role requires close collaboration with IT, Digital Initiatives, Regional Sales Teams, Finance, Supply Chain, and Channel Partners.

2. Key Responsibilities

A. Digital Strategy & Roadmap Execution

- Define and drive the Sales & Marketing digitalisation roadmap aligned with organisational priorities.

- Lead requirement discovery workshops with sales clusters, product teams, distributors, and internal functions.

B. Business Requirement Documentation (BRD)

- Own complete creation of BRDs, including process maps, functional requirements, dashboards, workflows, and user journeys.

- Translate business needs into clear, structured specifications for IT and implementation partners.

- Validate technical feasibility and ensure alignment with existing enterprise systems (SAP, CRM, FieldEZ, etc.).

C. Distributor Management System (DMS) Implementation

Lead end-to-end rollout of a Pan-India DMS including:

a. Scope finalization

b. Vendor selection & evaluation

c. Design, testing (UAT), and deployment

d. Distributor onboarding & training

- Ensure seamless integration with SAP, pricing tools, incentive modules, and reporting systems.

D. Salesforce Automation (SFA) Implementation

- Enhance or deploy a modern SFA platform for field sales teams and application engineers.

- Convert existing sales processes into automated workflows (leads - opportunities - conversion - visit tracking).

- Improve user adoption through training, simplification, and intuitive design.

E. AI & Advanced Digital Pilots

- Identify high-impact business processes (e.g., forecasting, order allocation, claims vetting, secondary sales tracking, lead scoring).

- Develop AI/ML-based pilot projects with internal digital teams or external partners.

- Run POCs, test models, measure KPIs, and scale up successful pilots.

F. Cross Functional Program Management

- Act as the bridge between S&M, IT, Digital Teams, Finance, and Operations.

- Drive project governance-timelines, budgets, vendor performance, risk flags, and change management.

- Ensure high adoption and continuous improvement of digital tools.

G. Analytics & Dashboards

Work with analytics teams to design Power BI dashboards for:

a. Sales performance

b. Distributor health

c. Channel inventory

d. Retailer claims

e. Market coverage

f. Forecast vs. actuals

- Ensure data accuracy, refresh cycles, and accessibility for users.

5. KPIs & Success Metrics

- On-time execution of DMS and SFA rollouts.

- BRD quality and acceptance by IT/project teams.

- % adoption of new digital tools by sales teams and distributors.

- AI pilot success rate and scalability.

- Improvement in data quality, process cycle times, and reporting accuracy.

- Digitalisation ROI and business impact delivered.