Pidilite - Trade Development Manager - East

Responsible for Sales and distribution of RURBAN in Eastern India. He is equivalent to a Regional Sales Manager role and in charge of multiple states with reporting of 6 clusters in East with entire Sales and distribution governance structure reporting to him and dotted line reporting of the Field Marketing Team.

Core Responsibilities :

- Responsible for value and volume sales achievement in the Zone

- Identify opportunities for distribution expansion and coverage and develop Cluster level distribution strategy to achieve set goals & objectives. Responsible for persistent exceptions and gap appointment in WSS / TSI

- Review / set directions for ASMs to ensure that performance across - Region, Cluster, Territory, WSS Territory are robust and in line with the national plans

- Lead implementation of policies for field team and WSS. Highlight issues where change in this framework is needed.

- To integrate efforts of sales team with sales and distribution strategy by driving clear communication, for achieving stated objectives.

- Responsible for alignment of key initiatives jointly with MDMs for achieving product wise sales target for the Zone.

- Provide inputs / design schemes along with Chief Sales / NSM to tap opportunities as per local market demands and analyze the efficacy with respect to the objectives.

- To create the SF at cluster level. Analyse the variance between SF and Sales in the Inventory reports.

- Responsible for smoothly implementing the People Management process for his team. This will include timely recruitment, reduction in attrition, capability building and following PPMS quality & timelines

- Responsible for effectively executing - Center of Excellence- for maintaining healthy relationship and with WSS by way of reward and recognition programs.

Support:

- Participates in the divisional receivables meeting and takes corrective actions and ensures implementation in his region. Drives prompt infrastructure changes so that sales is not affected.

- Providing strategic market inputs and feedback related to new product launch/ existing products to Chief Sales / MDM.

- Advise on competitive moves in pricing areas as input into pricing review & decision making

- To liaison with other division for resolving the operational issues.

SPECIFIC CANDIDATE PROFILE (Key competence / attributes needed for the role)

- Candidate must be an MBA in Mktg with minimum 10 + years of experience from a reputed B School with experience in Sales & Distribution.

- Should have strong Team handling Skills

- Excellent selling skills, aptitude for demand generation through below the line activities is essential.

- Excellent Analytical skills

- Very strong interpersonal skills are a must as this role would have to pull support from different functions within and outside the division.