Role:

Product Manager Retail Sales

Location: Mumbai

Purpose - Why does this role exist?

- The role is to focus on developing, driving and implementing Branded GL/GC marketing activities in order to enhance its Retail sales.

- Act as a facilitator between branding team and Regional Sales teams for Branded GL/GC sales & marketing activities

- Responsible for Branded GL/GC & Projects Retail Annual Sales targets

- Formulate Sales & Marketing strategy for Branded GL/GC keeping in view market size, product mix, geography mix, market needs, competitive land scape, consumer insights, brand framework and various internal & external constraints

- Efficiently handle business complexity arising due to various manufacturing units & multiple SKUs, supply chain constraints, mill loading pressure and market conflicts

- Driving & supporting regional Sales teams to achieve aggressive business volume targets

- Achieve Sales targets while optimizing NSR & EBIDTA taking into consideration sustainable price levels vis- vis competition & internal costing constraints

- Product Management responsibilities for Branded GL/GC & Projects to ensure quality compliance and cater to market needs

- Understanding consumer behavior to derive insights into roofing segment helping to identify growth drivers & potential business development opportunities

- Pan India network development for Branded GL/GC & Projects covering various clusters to maximize geography spread

- Relationship management with internal & external stakeholders

- Contribute to special projects

Key Result Areas (Key Performance Indicators)

- Achieve Branded CC Sales volumes, NSR, EBIDTA targets for Branded GL&GC

- Market visibility

- Marketing & Branding

Critical Tasks

Planning for Branded GL/GC:

- Provide information for management by preparing short term and long term product sales forecasts

- Develop monthly line wise / Plant wise sales plan in-line with organizational goals & addressing business complexity

- Identify key challenges & enablers to achieve milestones in-line with Annual Business plan

- Market size study Geography wise, SKU wise & competition wise to assess market share

- Keep a close tab on competition new offerings in colour coated product & market trends to evolve dynamic market strategy for Branded GL/GC

Sales:

- Formulate & execute sales & marketing strategy to achieve annual, quarterly & monthly sales plan for Branded GL/GC taking in account organizational goals & market dynamics

- Driving & supporting regional sales team to achieve aggressive volume targets

- Liaison with PPC /CSD/ Logistics/ Operations of various manufacturing units & other 3rd party tie-ups to ensure effective sales execution

- Ensure market share as per Sales volume targets while sustaining value

- Ensure timely order booking for mill loading and business continuity

- Facilitate inventory turnover and product availability by reviewing and adjusting inventory levels across plants & warehouses

- Liaison with regional teams to liquidate old stocks at plants and stockyards

Market/ Product development:

- Analyse end application insights to identify new product development opportunities

- Identify gaps in market reach for GL/GC spanning across rural, semi-urban & urban clusters pan-India

- Interact with channel partners to explore market opportunities

- Work closely with branch team to identify and address gaps in market reach

- Identify opportunities to leverage third party tie-ups to maximize domestic market reach of Branded GL/GC

- Work closely with central marketing team

- Ensure branded format appointment as per plan (JSW Shoppe / Explore / Shoppe Connect)

- Ensure distributor compliance to JSW ways of working (no. of DSRs, compliance to digital initiatives, territory compliance)

Analytics:

- Drive Sales Analytics framework for Branded GL/GC

- Analyze Target vs Actual gaps in volume and address root cause for deviation

- Analyze Branded GL/GC market share SKU-wise & Geography wise

- Allocate regional marketing budget basis micro-market analysis

Decision making authority (Decisions expected)

- Order Servicing Compliance

- Optimise Geography mix and Product mix

- Inventory Management through liquidation of ageing stocks

Educational Background and Work Experience

B.E./ B.Tech top Institute with M.B.A from premium institute

3 - 5 years of prior channel sales/ marketing experience

Steel/ Cement/ Paint/ FMCG/ Telecom/ Lubes/ Batteries/ Construction chemicals/ Tyres/ Consumer Durables.

Competencies

- Decision making & Problem solving

- Crisis management

- Team Player

- Customer focus

- Relationship building / Interpersonal skill

- Ownership & drive for results

Key Success Factors - Challenges

- Close association with regions and central marketing teams

- Liaison with personnel across plants & managing branch teams to align to the business objectives