McVitie's - Head - Modern Trade

Head - Modern Trade (pladis India, Mcvitie's)

Purpose of this Position:

- Developing and implementing sales strategies for accelerating growth with sustained profitability in line with Annual Business Plan (ABP).

- Work closely with the business heads(GT/MT/Institutional/Exports) to identify and develop new product or positioning opportunities and fulfill these opportunities through new products or through improvisation of existing products.

- Oversee the execution of all Trade Schemes and Marketing initiatives.

Capability Requirement of the Role / Position:

Qualification Required:

- Bachelors - Any specialization

- Master's in Business Administration

Experience required:

- 10 - 12 years of experience of sales & distribution in FMCG (Food Category)

- Exposure to all trade channels MT, GT & Institutional will be preferred

- Preferred experience in BTL marketing, trade marketing/shopper marketing in FMCG.

- Should have worked with a small organization/s also in earlier stints

Skills and knowledge:

- Sales forecasting & planning

- Reviewing and follow up skills - will have 5 KAMs and 1-2 Activation Managers reporting to him

- Service orientation

- Negotiation & Influencing skills

- Relationship Management

- Analytical skills

Competencies:

- Deliver the right results

- Keep improving

- Act with integrity

- Build a high performing team

- Champion diversity

- Collaborate globally

- Think strategically

- Always innovate

- Execute flawlessly

Role and Responsibilities:

- Lead the sales planning, development, deployment and achievement of planned targets.

- Exploring and developing new business opportunities beyond the existing channels or products like private label business or targeting other ethnic/specialty channels.

- Work closely with cross functional teams (internal & external) to ensure unrestricted flow of necessary information on ordering, shipments and sales.

- Work very closely with Distributor management team to distribute sales targets month wise, geography/sales person wise, brand wise and pack wise as relevant in line with the annual plan.

- Analyze sales and stock availability in each region / territory and monitor secondary and tertiary sales on a weekly/fortnightly basis. Motivate, direct and coach distributor sales team to ensure adequate coverage, improved distribution depth and good visibility.

- Work with marketing and business head for conceptualising, planning and implementing brand Promotion cycles along with necessary collaterals.

- Ensuring perfect execution of the planned BTL and merchandizing activities.

- Develop actionable consumer understanding through regular consumer contacts or other appropriate means.

Accountability:

- Delivery of key business metrics (Market Share, Distribution, RoS)

- To execute BTL activities as per defined expectation and within approved budgets

- Maximise trade spend utilisation and management within customer base

- Successful achievement of launch targets as portfolio is expanded

- Smooth S&D operation by liaising with functional support teams like commercial, logistic etc.

- Coordinating with regional teams of chains to manage the business & cracking new chains.