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Managing Partner at Kairos Consulting India
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Manager - Sales Development - GTM & Automation - FMCG/Retail (3-7 yrs)
Sales Automation:
- Planning of automation needs for sales operations and planning and aligning it with commercial strategy
- Designing project plans and alignment with stakeholders and multifunctional teams
- Leading project development and execution
- Driving automation adoption and engaging with key users for training and enhancements
Business Intelligence Projects:
- Identifying business intelligence priorities for data analytics and visualization at an organizational level for commercial teams
- Represent business in multifunctional BI transformation projects and lead change management for end users
- Engage with data owners on development and maintenance of Business dashboards and data ingestion projects
- Drive adoption of BI tools by managing training and enhancements through data owners
DMS, Sales Portal and SFA Management
- Prioritization of all Distributor Management System (Suvidha) & Sales Force Automation changes and enhancements post consolidation from all stakeholders like Sales, Finance, Taxation, Supply Chain and IT
- Collaborate on change development with IT and test for functional execution before go-live
- Lead communication and execution of all DMS and SFA changes
- Manage and update sales portal (Connect) utilities for sales teams like sales hierarchy maintenance, user mapping, reports maintenance, schemes and detailers update, etc.
- Manage IT sales operations like retailer management, sync compliance, target management, contract pricing, hierarchy mapping and addition, catalogue mapping, supplier mapping, claims mapping, etc.
- Manage monthly business reporting closure through regional coordinators, finance control and IT teams
- Manage and drive DMS and SFA adoption and compliance
Support Infra Management:
- Tracking of all sales operations issues and coordinate with Technical helpdesk, process owners and sales teams to resolve the same
- Manage Regional IT Support resources for business IT operations, issue resolution and team communication
- Create and update process and system repository for all features of DMS, SFA and Sales Portal for training and maintenance purposes
Business Go-To-Market Facilitation:
- Create business efficiency parameters and tracking tools for distribution strategies
- Define manpower requirement matrices, input drivers, output parameters and KPI identifiers for sales strategy
- Facilitate and integrate new GTM strategies like O+O, Hyper local and retailer CRM and develop a sustainable model for integration to business operations
Process Excellence :
- Work on creating SOPs and documentation to cover all processes related to business planning & business development (SMART)
- Work with business planning, head office and regional teams on DRCP hygiene, distributor health, Sync compliance and cloud back-up
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