National Sales Manager - Modern Trade - FMCG

Exp: 8+ Years 

The Lead - MT Operations is responsible for spearheading the on ground execution through a team of ASM's and field officers. The incumbent is also responsible for leading improvement in process and system through structured interventions across the width of the channel involving process, IT & capability.

Business Planning & Delivery

- Understand business and is create and execute growth plans through systematic planning and organizing through AOP planning

- Identify & quantify - sources of growth- and build plans accordingly

- Effectively look at both external and internal data sets to make robust growth plans

- Identifies trends from the data, correlate business growth with market Intelligence and come out with required inferences

- Demonstrates deep understanding of customers, shoppers and competitors

- Develops strong win-win relationships with key retailers and distributors

- Deliver annual operation plan deliverable for the channel across all formats

- Work closely with the customer marketing & brand team to optimize spends and ensure superior value to the consumers

Business Process Transformation :

- Identify key areas of impact and develop long term vision for business process enhancement

- Incrementally build best in class business process and data architecture to aid decision making

- Collaborate with both internal and external stakeholders to ensure key IT enhancements e.g HHT, data lake etc, optimization of billing operations

- Build and lead a strong and capable team

- Supervise a team of 4 ASMs and field officers through regular reviews such as ZRM, ARMs etc to monitor delivery of forecast v/s actual

- Coach & inspire ASMs to build a performance led culture and improve overall engagement at field level

- Partner key people processes ( Talent Acquisition, performance management, recognition etc) to ensure process adherence and superior value to both the organization and the team

- Develop his/her team through robust development plans based on structured competency / capability assessmentKey performance indicators of the role

- Top line sales

- Market shares for key brands

- Commercial hygiene

- In Store execution goals - fill rate, assortment etc

- On time delivery of business transformation projects

Knowledge and skills :

- Full time MBA

- 5- 7 yrs experience in FMCG channel sales Prior exposure in Alternate Channels / Category Marketing / SDT will be an added advantage

- Modern trade channel working know-how. Ability to derive insights from data Proven proficiency in managing change through business process transformation