Godrej Consumer Products - Business Development Manager

ABOUT GCPL

Godrej Consumer Products Limited is the largest home-grown home and personal care company in India. We are constantly innovating to delight our consumers with more exciting, superior quality products at affordable prices.

We have bold ambitions and are becoming more agile and future-ready. We rank number 1 in hair colour, household insecticides and liquid detergents and number 2 in soaps in India. You grow up with our brands - Good knight, Cinthol, Godrej Expert, Godrej No. 1 - and we are now on our way to becoming an emerging markets FMCG leader.

In line with our 3X3 approach to international expansion, we are building a presence in 3 emerging markets (Asia, Africa, Latin America) across 3 categories (home care, personal wash, hair care). In 2010, we acquired the Indonesia-based Megasari group, a leader in household insecticides, air fresheners and baby care. With the acquisition of Rapidol and Kinky in South Africa, and the Darling Group, a leading pan-Africa hair care company, we have a strong presence in the fast growing African hair care market. We acquired the Issue and Argencos groups in Argentina, leaders in hair colour, in 2010, and expanded our footprint to Chile through the acquisition of a 60% stake in Cosmetica Nacional. The UK-based Keyline Brands, which we acquired in 2005, plays in hair and personal care. We also have a business in the Middle East and strong presence across SAARC countries.

Godrej SAARC operations are a part of the Indian domestic business. It is an Independent Business Unit (BU), headquartered out of Mumbai. SAARC operations currently oversee the Godrej businesses in Sri Lanka, Bangladesh, Nepal, Pakistan, Myanmar and growing. In both Bangladesh and Sri Lanka, we have our 100% subsidiary companies, with the entire gamut of sales, marketing, manufacturing, supply chain, finance and HR handled directly by the respective country management teams. Overall SAARC operations are at about INR 200 Cr growing at the ~27% CAGR.

Myanmar is a focus emerging market within GCPL SAARC portfolio. In 2013, we signed up with an MNC distribution partner in Myanmar to import & grow the business. Our brands like Renew, Cinthol, Godrej No 1, Godrej Expert have already been launched. We received registrations for our HI portfolio in early 2015 and are in the process of launching GoodKnight/HIT in the country. Plans to pollinate Myanmar with brands from our Indonesian portfolio for future growth are also under progress. Partnering the distributor on ground for effective sales & marketing plans shall be of critical importance going forward.

To find out more about GCPL, explore www.godrejcp.com and www.godrejcareers.com

YOUR ROLE SUMMARY

The incumbent shall be responsible to develop Myanmar P&L, while also setting up and growing operations in Cambodia & Laos.

YOUR ROLE SPECIFICATIONS:

- Develop sales and marketing strategies & grow the Myanmar business as per AOP/LRP.

- Develop & manage Super-Distribution partner relationships at the highest levels e.g. CEO/Business Head. Manage Super for sales growth and revenue enhancement

- Drive the annual marketing plan with the Ad/Research/BTL agencies on ground.

- Develop effective Trade Marketing & Sales promotion plans, to attract more customers

- Plan NPD and category expansions in coordination with GCPL India/Other subsidiaries

- Review & engage with partner's NSM/sub-distributors to grow distribution/secondary sales on ground

- Engage with all distributors, Retail, MT and W/H channels on ground for coverage, offtake growth & repeat business

- Track S&S MIS / process parameters and analyze brand/category wise growth and gap fill

- Analyze Nielson distribution data and compare with on ground coverage quality & gain better understanding of competition

- Liaison with Customs/Local regulators/other business bodies/Contract manufacturers as relevant

- Engage with customs/bankers/importers for export processing and product value chain/pricing

- Scout for future export markets/ alternate channels/business development/cross pollination opportunities

INTERNAL AND EXTERNAL INTERACTIONS:

- High Coordination - Distribution partner teams, Ad/Research/Event/BTL/Promotion Agency, Export team India.

- Government agencies, bankers, customs, law firms, business forums.

QUALIFICATION AND EXPERIENCE:

- Post Graduate/MBA from reputed B. School

- 3-5 years of relevant FMCG sales & marketing experience, must be able to demonstrate sales record at a high level of achievement

- Any international working experience, especially in Myanmar (direct/indirect) will be an advantage

SKILLS REQUIRED:

- Understanding of FMCG Sales & distribution along with a little experience in Marketing

- Hands-on experience, entrepreneurial approach, passion & self-drive

- Strong on business orientation & analytical capabilities

- Knowledge of demand generation activities and trade & consumer marketing practices relevant to the industry

- Ability to handle cultural differences and geographical complexities

- Strong communication & interpersonal skills to manage stakeholder relationships and influence & manage distributor relationships

- Presentation & Negotiation skills

- Willingness to be based in Myanmar & travel extensively across Cambodia / Laos