Pilgrim India - Sales Excellence Lead

About the Role:

Location - Andheri, Mumbai

Sales Excellence Lead

- We are seeking a dynamic and results-oriented Sales Excellence Lead to play a pivotal role in shaping and driving our sales strategy and execution. This role will be instrumental in building a robust analytics infrastructure, optimizing our distribution network through technology and strategic development, and spearheading the growth of our offline channels.

- The ideal candidate should possess a strong analytical mindset, a deep understanding of FMCG sales operations, and the ability to collaborate effectively with cross-functional teams.

Responsibilities:

Sales Analytics Infrastructure:

- Define and implement the right analytics infrastructure to track key sales performance indicators (KPIs) across all Offline channels.

- Develop and maintain dashboards and reports to provide actionable insights to the sales leadership and teams.

- Identify opportunities for data-driven decision-making to improve sales efficiency and effectiveness.

Distribution IT & Automation:

- Evaluate, implement, and manage relevant IT solutions and automation tools to optimize our distribution network.

- Collaborate with IT vendors and internal teams to ensure seamless integration of systems.

- Identify and implement automation opportunities to streamline distribution processes, reduce costs, and improve efficiency.

Distribution Model / Reach Strategy Development:

- Analyze current distribution models and identify opportunities for optimization and expansion.

- Develop and propose innovative distribution strategies to enhance market reach and penetration.

- Conduct market research and competitor analysis to inform distribution strategy decisions.

- Collaborate with the sales leadership to define clear distribution targets and objectives.

Offline Channel Development:

- Develop and execute strategies for expanding and strengthening Pilgrims presence in offline channels (e.g., General Trade, Modern Trade, EBOs, Salons).

- Identify and evaluate potential offline channel partners.

- Work closely with the Offline Sales team to develop channel-specific sales plans and initiatives.

Collaboration and Stakeholder Management:

- Work closely with the Offline Sales team to understand their needs and provide necessary support and insights.

- Collaborate effectively with Marketing, Supply Chain, and Finance teams to ensure alignment and seamless execution of sales strategies.

Key Requirements:

- Proven track record of developing and implementing successful sales strategies and initiatives.

- Understanding of distribution models and experience in leveraging IT and automation for distribution optimization.

- Experience in developing and managing offline sales channels.

- Strong analytical and problem-solving skills with the ability to interpret complex data and translate it into actionable insights.

- Experience in setting up and managing sales analytics infrastructure and tools is an added advantage.

- Excellent communication, presentation, and interpersonal skills.

- Ability to work independently and collaboratively in a fast-paced environment.

- Strong project management skills with the ability to manage multiple projects simultaneously.