Job description

1. Effective driving of enabling processes and achieving the Planned Top-Line and Bottom-Line of B2C Businesses.

B2C Portfolio currently comprises of 2 Business :-

i. Home Lockers; &

ii. Electronic Home Security Solutions.

2. Product Portfolio Management.

3. Pricing Strategy to ensure desired Variable Contribution and Bottom-Line.

4. Network Expansion & Management.

5. Sales-Force Effectiveness.

6. Developing & Deploying Promotion Strategies for Product Offerings.

7. Active Participation in various Best Practices of the Organization.

8. Contribution to Common Divisional Objectives & Processes.

9. Ensuring strategies to mitigate the various risks identified for the Division and Function.

10. Processes for and adherence to all the Organizational Policies & Guidelines.

Job Description -

1. Business Planning and Delivery of Results - 

a. Develop a robust business strategy using the company's way for the B2C & B2B vertical of the business.

b. Analyse competition and conduct global benchmarking at the product and the solution level and feed the information into the strategic planning process.

c. Be the champion of the customers voice, using formal, structured sources of consumer insights, in the strategic planning process.

d. Consequently, frame relevant business objectives such as:

i. Revenue per salesperson, per geography, per type of channel and per product

ii. Collections by salesperson, by geography

iii. Inventory levels per warehouse, per geographical territory

iv. Market share by state, by Line of Business

v. Vitality (Share of new products in total revenue)

vi. Brand metrics awareness, consideration, preference, advocacy and associations

vii. Profitability (EBITDA and EBT as a percentage of revenue)

viii. Channel metrics - reach, extraction, sales per square feet, same-store sales growth, etc.

e. Develop a granular strategy execution plan and monitor the same to drive results on the relevant business objectives.

2. Brand Development and Communication:

a. Develop an insight-led brand strategy and secure buy-in for key choices in the brand strategy, especially choice of consumer and guiderails for brand expression.

b. Define the marketing budget and institutionalize a system for monitoring and reporting on the same.

c. Develop creative briefs to inform innovation, communication development & activation.

d. Approve communication material such as advertisements on various media, exhibition kits, selling aids, brochures, trade magazine advertising, etc. and activation platforms.

e. Measure & improve on brand-business metrics.

3. Product and Innovation Management:

a. Lead a structured approach towards the gathering of insights consumer, trade and competition.

b. Identify gaps in the product portfolio and take data-based decisions (including sourcing of traded products) to address the same, if required by the strategic plan.

c. Lead the innovation process for new product development.

d. Approve sales forecasts that feed into the supply chain management process.

e. Continuously gather and monitor customer usage patterns, pain points and other feedback so that product upgrades / rectifications can made in a timely manner.

4. Sales and Channel Effectiveness:

a. Manage the portfolio of channels traditional as well as online, owned as well as partnered to deliver the desired sales and profitability objectives.

b. Formulate sales policy (pricing policy, channel strategy, trade discounts & incentives, etc).

c. Develop and nurture a highly motivated & trained sales team

d. Formulate Sales Incentive Scheme to incentivize delivery of secondary sales revenue targets.

e. Develop a customer relationship management program, for trade partners.

f. Improve reach and extraction across key markets.

g. Be the nodal authority for all IPR violations seen in the marketplace.

5. Customer Experience Management:

a. Lead the innovation and improvement process for service delivery and an all-round outstanding experience of the brand.

b. Lead the process of understanding the customer decision making journey & usage cycle.

c. Develop and implement actions plans to enhance the customers experience of our brand across all critical touchpoints.

d. Develop, implement and continuously improve after sales service delivery.

e. Develop and institutionalize the ongoing measurement of customer satisfaction / advocacy (both online and offline) so that it provides a feedback to improve customer experience re-design.

6. People & Talent Management:

a. Nurture an environment where people work together, feel free to express themselves and learn from each other through the diligent deployment of The company's Way (Planning for Execution).

b. Identify critical roles within the LOB and ensure that they are staffed by employees who have met the criteria of talent.

c. Develop individual development plans for direct reports and review progress periodically.

d. Build a team that values and rewards accountability that is, in turn, enabled by empowerment.

e. Develop measures to gauge managerial productivity and monitor the same.

7. Compliance with company-wide policies and initiatives:

a. Provide active support to all company wide processes and initiatives such as Safety, Business Excellence, CII Clusters, IMS, CSR, Archives, etc.

b. Understand and ensure compliance with all statutory requirements.

c. Build strong relationships with external stakeholders such as government & regulatory bodies.

d. Support the Business Head in their endeavor to be the Voice of their Industry.

REQUISITE QUALIFICATIONS

Essential Qualification: B.E with a Post Graduate qualification in Business Management

Preferred Qualification: Degree in Engineering with a Post Graduate qualification in Business Management

REQUISITE EXPERIENCE

Essential Experience: 15 years of work experience with proven expertise in the management of product portfolio, brands and channels at a middle management level.

Preferred Experience: Candidates with experience of product life-cycle management and retail operations

Special Skills Required:

1. Ability to generate, evaluate & choose from among a range of strategic options.

2. Ability to synthesize diverse sources of information.

3. Critiquing skills (Giving constructive feedback team members and partners).

4. Reviewing skills (Asking the right questions to encourage the generation of creative possibilities to solve problem).

5. Ability to build strategic plans for, at least, a 3-year horizon.

6. Result orientation.

7. Strong persuasion and communication skills.

8. Ability to motivate ones team to deliver on expectations.

9. Ability to harness the potential of ecosystems partners, experts, industry associations, etc.

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