Head - Trade Marketing - FMCG

Job Description :

- 12+ Yrs of Managerial Experience in Leading FMCG Organisations

- At least 2 years of manager of managers level experience in channel sales (GT or MT)

- At least one regional/national role in Trade Marketing/ Sales Development/ RTM

- Multi-category experience (at least 2 out of snacks, personal care, home care, staples preferred)

1. At Operational Level :

- Lead key strategic projects to drive revenue growth by using levers of RTM, expansion and efficiency

- Guide Sales Development Lead in defining Sales Operating Procedures & drive sales force excellence metrics (PC/ ECO/ LPSC/ VPB/ OSA/ SOS) for GT/MT) through lines sales teams

- Drives deep sales analytics and develops new retail segmentation and servicing strategies

- Identify new trends in industry and continually work towards imbibing best practices and tools (e.g. DMS, SFA, sales enablement tools) in GIL Sales ways of working

- Liaison with Channel/ Regional Sales teams and Consumer Marketing to anchor micro-marketing initiatives

- Work as the link between demand planning/SC team and region team to ensure forecast accuracy and adequate fill rates while adhering to internal guardrails on MOQ/Vehicle utilization etc.

2. At Customer Level :

- Work with the MT Head to prepare JBP and activity calendar for key accounts for the category

- Work with external partners/agencies to create visibility and POS solutions that help drive competitive advantage in trade.

- Facilitate inputs in line with regular requirements and lead category trade marketing leads for different categories to develop channel/category programs

- Key custodian for new partner appointment, on-boarding, retention and attrition control

- Retail service quality parameters for MT and Institutional customers

3. At Finance Level :

- Responsible for Comprehensive Annual budgeting for Sales & Distribution infra

- Identify opportunities for business growth in alternate and emerging channels

- Responsible for delivering Trade Marketing objectives within the stipulated budgets

- Plan secondary sales in line with Trade Marketing initiatives and AOP budgets

- Liaison with commercial team to ensure compliance and vendor / customer management

4. At People Level :

- Supervise creation of relevant modules / training partnerships for internal & extended sales team - in collaboration with HR, SD lead and TM leads.

- Identify the right communication/ information dispensation tools for training & coaching POS execution team - Merchandisers/ Promoters/ Consultants

- Lead all launch / re-launch activities as HO FPR for field team - executives and managers

- Develop IT and non-IT tools for enabling feet on street

5. At Strategic Level :

- Works closely with category heads and CMO to define & deliver launch / relaunch / distribution objectives for different Category X Channel combinations

- Support Commercial policy review / development in the Market

- Facilitates Cross-functional Sales processes development & improvement