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03/03 Kanchan Kumar
TA at Perfetti Van Melle

Views:36819 Applications:888 Rec. Actions:Recruiter Actions:136

Perfetti Van Melle India - Associate Director - Alternate Channels (12-15 yrs)

Delhi/NCR/Gurgaon Job Code: 427898

Broad Objectives of the role :

Define and deploy the strategy for enhancing the market share and revenue of PVMI through alternate channels

Area of responsibility :

- Translate the functional priorities into required alternate channels sales blueprint/ roadmap for 2 - 3 years.

- Develop the strategy & plan for the channels in line with the overall Sales function strategy and priorities for Alternate Channels to enhance the sales footprint.

Market and Competition :

- Scan the market, competition and gather data on Alternate Channelwork.

- Assess market potential for Modern & institutional sales and use it to develop a strategy and road map for widening the institutional and modern trade customers.

- Establish clear priorities for expansion and assign specific goals and targets for teams.

- Lead the efforts to create exclusive SKUs, gift packs, HVPs designed for the Alternate channels and work with Marketing to make it happen.

- Analyse competition offerings (SKU, price point, visibility) to work out solutions - define price points, recommend SKU change, revised packaging of products and schemes.

Distribution Strategy :

- Define and deploy distribution plan for institutional customers-proactively engage with key existing and prospective customers to understand the selling pattern, their requirements, and competition's strategy and appropriately define PVMI's strategy to enhance business.

- Set the SLAs and approach, priorities and plans for various channels

- Engage with SCM to define the SLAs distribution support.

- Devise and deploy the distribution plan for modern trade

- Strategize an approach and model for listing-Negotiate for listing of SKUs in CPC & CSD Canteens & URCs

Set the mechanisms, models and templates to analyze data (SKU prices, competition pricing, consumption patterns-channel wise, and schemes) to proactively take measures for addressing the changing market trends and requirements in terms of pricing, packaging, schemes.

Plan and negotiate TOTs with the objective of getting the best deal in terms of display and product visibility.

Define metrics, dashboards and MIS to monitor and track the performance of alternate channels (sales target achievement, expenses, budget adherence and management of systems/processes, market share, profitability)

- Track performance of the existing/new products in the alternate channels and give feedback to Marketing, NPD and Finance to discuss the packaging, combinations and costing for making appropriate changes (if required).

- Build and manage relationship with critical strategic accounts to share PVMI's value propositions and push for higher listing and sales

Review performance of team members through requisite measures and dashboards. :

- Set the processes, systems and standards for performance, define roles and responsibilities- review the performance to keep track of the overall Alternate Channels function update

- Track and monitor the various MIS and drive its compliance and consistency for achieving targets (sales, distributor numbers, channel performance, account wise performance, adherence to budget).

- Deploy the people related processes (PMS, T&D) across channels to develop individuals and enhance their performance.

Coach the direct reports to enhance the overall sales productivity- develop their managerial and leadership effectiveness and capabilities for future. :

- Do on the job training and coaching on how to develop and maintain relationship with dealers and distributors

- Deploy the Learning and development interventions developed for Sales function and assess impact on performance.

The position also leads Sales operations for Nepal

Distributor selection (Nepal) :

- Undertake the final screening of short listed distributors for Nepal

- Scan market and track competition movement to assess the potential and recommend institutional partners to be targeted by PVMI

Distributor service :

- Monitor and Drive adherence to policies pertaining to "no dues, stock levels, carry stock

- Provide inputs to Director- Sales for reviewing systems and processes for enhancing the overall efficiency and effectiveness of the business through Alternate Channels.

Distributor Management :

- Monitor and track distributor performance for effectiveness and efficiency; take corrective actions to remove bottlenecks, impediments and address their issues/concerns

- Devise and implement strategies to motivate/retain distributors

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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