Mgr/Sr Mgr - B2B Sales - SCO Segment

Position - Mgr./Sr. Mgr. SCO Segment (Services Companies & Offices)

Location – Bangalore

Salary – Negotiable

Experience – 8 to 12 Yrs

Industry – FMCG/ Retail / Manufacturing / Healthcare

JOB DESCRIPTION

Key Accountability

- Market Potential Analysis and Segmentation - Macro and Micro. Customer/ Category / Competition Analysis

- Customer and Category analysis and Targeting - Define target Customer & Category matrix for “the Battle” via comparison of the organization vs. market

- USP Formulation and Determination of Must Haves for the TG/ CTG - Identify Quick-Wins, Quarterly and Yearly actions for “the Battle”

- Program Formulation for Accelerated Business Development in TG/ CTG - Develop detailed Programs , content & Tools for immediate and mid-long term growth

- TG Annual Business Plan - Building Blocks to achieve to TG Strategy. Annual targets setting and cascade to Sales Force & Operations

- Ongoing Sales and Promotion planning for TG /CTG

- Set frameworks for Promotion definition for the TG/ CTGs

- KPI and Measurement of Performance - Ensure execution and monitor performance

Responsiblities

- Responsibility to initiate, develop & implement the Customer Target Group Strategy for Services Companies & Offices (SCO) Professional Segment.

- Initiates, implements and develops the target group positioning process (SCO Professional Segment) through:

- Understanding of customers, competitors, solutions

- Selection of potential segments and target groups

- Understanding the business, needs and market drivers of the trader target groups

- Segment Attractiveness & Accessibility

- Develop & Implement SCO propositions (product/assortment, price, promotion and Segment Specific Support & Partnership Programs) to develop the Organization’s Brand equity in the targeted consumer segment and serve them in a better and more professional way.

- Responsible for evolution, testing and implementation of New Category Building & Business Development Opportunities for SCO Segment.

- Responsible for end to end Customer Lifecycle Management for Target Customer Group – SCO Professional Segment.

- Focus on development of programs for Accelerated Business Development of SCO Segment.

- Ongoing Sales and Promotion planning for TG /CTG

- KPI and Performance Measurement for all SCO professional initiatives & programs

PROFILE REQUIREMENT:

- Full-time MBA (or equivalent) from a top B-school in India preferably IIM /XLRI / SP JAIN / FMS / MDI (2005 - 2009 Batch)

- 4 - 8 years professional work experience in Marketing or Sales with at least 2 years’ mandatory experience in B2B / Institutional sales, preferably Institutional / B2B Sales professionals working in FMCG / FMCD / Office Stationary Industry.

Role will directly report into Head TGM - Trader & SCO and have 2 Direct reports to support Regions.

Share your profile with Sandeep at laddershr@gmail.com