National Head/General Manager - Sales - Route To Market/Go To Market - FMCG - IIM/FMS/MDI/ISB

National GTM/RTM Head - Sales - FMCG - IIM/FMS/MDI/ISB (8-18 yrs)

Key Duties and Responsibilities :

Strategic :

- Develop an RTM Roadmap aligned to the Country Sales growth initiatives.

- Ensure alignment with the channel partners on integrated RTM model and driving RTM execution.

- Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure.

- Alignment of RTM initiatives roll-out with Territory's priorities in collaboration with AM/RM's.

- To lead the implementation & transfer of best practices in RTM across territories.

- To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements.

Operations :

- Channel Analytics :

- Understanding of Nielsen Data and building the RTM strategy based on the key observations

- Analyze information and insights against Key Performance Indicators at a Territory level

- Propose goals and KPIs for distributor activities and track ongoing results at a Territory level.

- Recommendation of remedial actions needed for Distribution / Distributor underperformance

- Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.

- Define Distribution requirements & structure (e.g. warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel.

- Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives.

- Drive continuous business improvement in the secondary sales tooptimize cost efficiencies.

Leadership :

- Assess training needs at distributor level and provide input to trade development team.

- Provide insight & make recommendation to ensure optimum distributors'organizational structure.

- Drive the development of Incentive schemes directed to Distribution Field Force and growth.

Relationship :

- Has an intimate knowledge of distributor business model and financial insights.

- Develop effective working relationship with distributors, suppliers and key trade partners.

- Develop a close working relationship with Sales Managers to better understand their markets.

Job Specific Competencies :

- Understanding of distributor / FMCG operations environment

- Detailed understanding of the tire/auto business in terms of logistics, distribution, sales and channel.

- Experienced in Sales & Route To Market strategy to achieve Picture of Success at the outlet

- Distributor management, Channel Knowledge & Dynamics

- Strong interpersonal skills & ability to work across functional boundaries

- Analytical skills and planning ability

- Strong Communication & Negotiating skills

Job Complexities :

- Align the capabilities of Company's sales force and the capabilities of our channel partners.

- Motivate distributors to invest the resources and develop the capabilities required for RTM success

- Play a strong advisory role to the distributors and guide them on key tools.

- Steward the overall Distribution health of the distributor system.