Flipkart - Associate Director - Sales - FKWS - IIM/ISB/MDI/FMS

Associate Director- Sales

Location: Indore/Bhopal/Delhi NCR

About the role :

AD TRM at FKW is a leadership position wherein the person will be leading a very large team of hundreds of TRMs driving retailer on-boarding, sales, TPC, AOV etc. Accountable to add new retailers and retain the existing retailer partners, the role would be a target & metric driven role. Should be able to manage external and internal stakeholders to help build systems to enable workforce productivity.

Know the market : Stay on top of trends in an ever-changing landscape, find opportunities and prioritize based on competitive insights, internal capabilities, etc. Develop and implement industry best practices. Move the industry with you!

About the team :

Flipkart is hiring for a critical New Business Initiative which well help every member who joins now to be part of starting something big from scratch and turning it into reality

What you'll do :

People leadership & building large team/structures :

- Build a very large team including hundreds of Territory Relationship Managers. Hence, important to have a deep understanding of building sales org structures & sales network design.

- Drive a large team to deliver results consistently & hence important to define right KPIs & track/drive the team to deliver on metrics.

- Build, retain and groom a strong team to deliver across KPIs.

Workforce Performance & Sales Management :

- Target & KPIs oriented. Has the ability to drive the manpower to deliver on key metrics.

- Responsible for driving customer onboarding, sales, TPC, AOV through TRM.

- Ensure optimal productivity of the manpower by mapping manpower to clusters basis retailer density & size of the geography.

- Helping the team with the right tools to drive their productivity. This will need co-working with the product team, HR & category teams. Hence, needs to have strong stakeholder skills.

- Strong analytical skills & drive to measure, monitor, & control performance metrics.

Customer Focus & Understanding :

- Be the voice of the customer internally so that the right products/solves are build.

- Stay on top of changing trends and strategic priorities through in-depth data analysis to predict customer behaviour

- Develop a deep and long-standing partnership with the retailers

- To drive relationships with the help of an on-ground team

- Pricing & selection insights basis competitive intelligence

- Identify opportunities for giving customers value through intelligent and limited discounting.

Business strategy :

- Know the customer : Deeply understand customer behaviour, develop new customer insights

- Know the competition : Understand online and offline players. Ensure FKW's offering stays well ahead of competition

- Influence the leadership : Convert strategies into action by liaising with cross-functional leadership and drive the changes required

What you'll need :

- Overall 8-12 years of experience with FMCG Industry

- Educational background - MBA from tier 1 institute is preferred. Knowledge of Retail, FMCG industry is a plus

- Program management skills, relationship management, interpersonal communication.

- Ability to work with multiple cross-functional teams with an eye for detail

- Desire and ability to think like the customer

- Ability to build strategy & drive execution plans and take them to completion

- Highly analytical. Willing to take calculated risks to grow the category

- Excellent verbal and written communication with interpersonal skills

- Strong understanding of technology and business