Lead - Sales Excellence - FMCG/Consumer Durable

- Drive excellence in sales and distribution by devising the distribution strategy in conjunction with the sales hierarchy.

- This includes working on the network reach and penetration, operating rhythm, go to market strategy and being the S&OP spoc for sales - in order to build a significant market share for Grasim Paints

KRA:

1. Build and manage the roadmap for Sales & Distribution Excellence to create value for the business - in conjunction with the sales hierarchy

a. Network strategy for the launch and the scaleup

b. Distribution roadmap at various cuts - region/market, dealer type etc

c. Institutional channel management

2. Gap and Opportunity management

a. Identify gaps in the plan vs actual and how to deliver

b. Analytics for the above

c. Action plan in alignment with the sales team

3. Operating rhythm

a. Managing the sales calendar and ensuring compliance

b. Driving the sales processes for optimum output

4. S&OP spoc:

a. Work with demand planning team and sales hierarchy for inventory management

b. Proactive and reactive work on ensuring inventory is optimised and sales is maximised

5. Trade scheme:

a. Devise the trade scheme in conjunction with sales team

b. Effectiveness and efficiency management of the scheme

6. Others:

a. Drive sales and distribution excellence thru effective use of SFA and DMS

b. Work with training team to identify gaps in performance and provide input for improving