Head - Sales Development - FMCG

Head - Sales Development (Heading S&D) - FMCG

GTM:

- Devise go-to-market process, plan timelines, pricing, and promotions.

- Develop excellent working relationships with the Sales team.

- Provide insightful information or proposal on the competitive landscape as per market needs.

- Propose New product requirements as per market need.

- Suggest/devise Pricing structure - Primary & Secondary

- Partner closely with commercial, Tarde marketing, and sales teams to drive sales from a strategic perspective

Channel Strategy:

- Creating separate Wholesale/RMT channel strategy

- Frontline people planning and hiring

- Business performance - Sales, NR, Perkg and people efficiency.

- Identify untapped WS outlet/markets and plan launch strategy.

- Increase wallet share in exiting outlets.

- Devise & implement trade program.

- Plan offtake led activations

- Suggesting/Coordinating pricing strategy across Wholesale/B2B/Or Similar verticals.

Trade Marketing:

- To develop and execute the trade marketing strategy.

- Designing and managing the promotional plan like wholesale loyalty programs, DBR engagement program etc., identifying new promotional opportunities

- Working closely with the marketing team to commercialize brand plans, looking at pack formats, pricing and promotions

- Drive width and depth for existing, new and focus products through sales team and distributors.

- Managing the trade spend and allocating the Advertising & Promotion (A&P) budget across all channels/customers

- Conceptualize Trade Marketing Calendar.

- Competition tracking (monthly report)

- Building relationships with key suppliers/vendors, identifying new revenue opportunities

- Driving share of shelf through merchandising team.

- Shopper Activation: Instore promotion and activation

- Work on improvising Trade Channel P&L, by closely monitoring trade margins and ensuring reduced leakages/misuse of margins.

- New product launch target vs actual (Value, Volume, Placement)

Training and Development:

- Owner of the complete sales capability building cycle

- Devising and Implementing training calendar

- Identifying Functional Sales Capability competencies for the field-force across levels (from ASM to Distributor Sales Representative).

- Design & deployment of training programs for Manager & Officer pool in the Sales function.

- Measuring effectiveness of the training content dissemination with linkages to overall business

- Design and implement the sales force rewards system in line with the set objectives.

- Process owner of the Online Learning platform - LMS.

- Brining Data Interpretation capabilities in Sales team through DASH Boards, trainings for better/quicker actions.

Sales Automation & Sales IT:

- Implementing the DMS across all 5L+towns

- New DMS/SFA rollout.

- Training & implementation of new tools in SFA & DMS for sales team and business partners.

- Create/design Reports and Dashboard as per business need.