Marico - Divisional Sales Development Manager

Position (Designation): Divisional Sales Development Manager

Dept/Division : Sales

Grade : Manager

Location : Division Based Role (New Delhi)

Purpose of the Role :

- The Divisional Sales Development Manager is responsible for planning and driving Sales Development, GTM, Sales Capability & transformation agendas in the division. The DSDM will work closely with the central Sales Development & Transformation teams to conceptualise & implement agendas in the division and anchor division specific interventions with the Division Leadership in order to provide long term business growth, while helping achieve company's goal of becoming the Customer's most valued supplier.

Qualification & Experience :

- MBA with 4-6 years of experience

- General Trade & GTM exposure required

Key Deliverables of the Role :

- Anchor & drive Urban GTM initiatives & Rural GTM initiatives in the division

- Identify distribution gaps & bridging outlet gaps to maximize long term business growth

- Work closely with the Sales Transformation, Sales IT & Capability teams to ideate & co create projects

- Implement Sales Transformation, Sales IT & Capability team agendas through the TDE teams in the division

- Drive sales transformation projects & Prototypes in the divisions

- Design & plan optimum manpower, DDs, Field force & beats, Distributor optimization & ROI

- Lead Sales IT initiatives (Infra + Initiatives) & Ensure PDA hygiene (data sanctity)

- Plan and drive Sales Development KPIs in the division

- Build PJP adherence, Drive LIs efficiency and plan for enhancing Sales productivity in the division

- Work with the Central team for content & Implement Capability & assessment framework in the division

- Anchor the capability initiatives across FF (DSR/PSR/ISRs) & Build capability through mediums for NPD launches within the division teams

- Manage customers with planned interventions focussing on assessment, engagement, healthy returns & quick query resolution

Skills and Competencies :

- GTM understanding

- Robust understanding of Productivity parameters

- Collaborates with Cross functional teams

- Understands Technology & Implications

- Identify gaps & exhibits Opportunity seeking

- Ability to Influence Non reporting relationships

Reporting Relationships :

- Upwards - Division Head

- Downwards - Divisional Sales Development Executives

Other Key Functional Interfaces :

- Sales Transformation & Capability Team

- HO IT Team

- Regional Sales Heads

- Area Sales Manager Teams

- Commercial Team

- Supply Chain Team

Growth Path & Future :

- Regional Sales Head - Driving business in a region/vertical through a team of Managers

- Trade Marketing Head - Drive Trade Marketing Initiatives across markets in a specific portfolio through a team of managers