Pernod Ricard India - Senior Manager - Brand Extensions

JOB SUMMARY

- To strategize, develop and execute a pan-India network expansion, sales & distribution plans for Non-Alcoholic beverages under the Brand Extensions business, such as packaged drinking water, soda, travel & lifestyle gear, accessories etc. to start with.

- Prepare and maintain annual sales & distribution plans to deliver budgeted revenue, Profit and market share targets basis category and channel.

- Develop a network expansion for accomplishing sales targets across primary, secondary, and tertiary levels of sales & distribution.

PREFERRED COMPANIES - Top Beverage / FMCG Companies

JOB DESCRIPTION / KEY RESPONSIBILITIES

- Delivering the sales & business plan in entirety.

- Market share growth in category

- Strengthening & expanding bottler, distribution network and retail footprint.

- Identification & development of new markets.

- Planning & implementation of Sales & Marketing strategies, Retail strategy, Modern Trade, Institutional Sales.

- Relationship building & Customer Satisfaction with key accounts / Retailers / Stockists.

- Cost Optimization in business operations, value chain enhancements.

- Development of a market intelligence/ information system.

- Training, development & monitoring of sales & distribution personnel.

- Drive GT, MT & Liquor off-trade outlets (LOT) expansions along with distributors.

- Management of trade schemes, Incentives and Consumer Promotions.

- Liaise with the Regional & Channel (Key Accounts + Banqueting) Marketing teams to ensure

effectiveness of consumer promotions, develop appropriate benchmarks and framework to assess the

effectiveness, ROI and cost benefit of the marketing spends.

- Monitor monthly volume and industry performance to generate accurate and meaningful insights on

consumers & categories.

- Tracking distributor outstandings and collections to stay within the norms.

INTERACTIONS

INTERNALLY:

- Supply chain, Operations, National Trade Marketing teams, brand teams.

- Marketing Finance

- Sales & Operations Coordinator/ Marketing & MIS Coordinator

- 3P resources, in service of the business

EXTERNALLY:

- Distributors and its extended teams

- Sub-distributors/ Stockists/ Outlet Owners/Retailers/ Purchase Managers etc.

- Retail team (GT & Modern trade stores)

KEY PERFORMANCE INDEX

- Overall achievement of Sales, Revenue, Profitability & Market Share targets

- Sales Conversion rate

- Market receivables to be within credit norms on a continuous / sustained basis.

- Effectively manage and develop the 3P filed sales team.

PROFILE DETAILS

QUALIFICATION:

MBA, Tier 1-2 MBA institute

EXPERIENCE (Please specify in case there are any preferred industries):

- Minimum 10 15 years of FMCG industry experience, with proven credentials on-the-job.

- FMCG background preferred particularly from beverage / packaged drinking water / packaged foods

industry.

- Previous work experience in product development, footprint expansion etc., not limited to Sales and

Marketing.

- Proven track record in terms of infrastructure setup pan-India, partner identification, onboarding &

product development

BEHAVIOURAL SKILLS

- Proven working experience as a Sales Manager, business development manager, Territory Manager

- Proven sales track record with strong network of distributors/sub distributors

- Past experience of having managed teams minimum 10 member teams

- Sound understanding of Local Market & Route to Market pan India

- Negotiation skills

- Good inter-personal skills and ability to build strong relationships with external and internal

stakeholders.

- Clear understanding of consumer touch points on ground

- Good presentation and analytical skills

- Time management and planning skills.

- Self-starter with high energy, enthusiasm, and confidence

- Ability to work with minimum instruction and supervision.

- Ability to work with a team and influence positively towards fast action.

- Innovative, flexible, and creative

- Willing to travel.

- Proficiency in English, Hindi & Regional Language

This is a managerial role & hence, mandates that the incumbent be a self-driven professional, committed to delivering business goals basis commercial acumen & trade relations. Resources assigned will be both, internal & 3P resources.