Regional Manager - Customer Development Manager - FMCG - IIM/ISB/MDI/FMS

A Designation- Regional Manager

Number of position: 4

Location: Multiple Location (Gurgaon, Mumbai, Kolkata & Chennai).

Experience: 6-10 Years into Sales from good FMCG Companies.

Qualification: MBA from premier Institute. Should have worked and have experience in Managing team.

Job Purpose (Summary of what the job exists to accomplish): 

- Key Member of the Customer Development Team (team includes Finance, CS&L, Shopper Development) led by the Branch Manager.

- Ensuring adherence to commercial processes and hygiene in the branch area.

- Developing a functionally capable and motivated team

- Developing and maintaining excellent relationships at the branch level

Job Dimensions (Impact of the job measured in quantitative terms) :

1. Manpower / Subordinates Nos. Remarks

- S & C 4-6 Direct reports Direct- Area Managers

- Associates - CDO's 30+ Indirect - CDO- s

- Contract / 3P resources 20+ Indirect - PSR /Merchandisers

2. Other Parameters :

(Revenues/Volume/Budget) Achieving the sales value /volume/market share targets

GTN

Job Context & Challenges (Indicate type and complexity of the challenges)

- Trade corporatization, changing consumers, rural & urban growth, consumer and trade advocacy groups, channel conflicts, centralization vs. empowerment, matrix organizations, team-working, transparency.

Functional linkages (Indicate the frequency and nature of linkage )

Internal : Branch Manager (CDT Leader), Customer Service Manager, Customer Finance Manager, Area Managers, CDO- s, Shopper Development Mgr, HR, IT, Customer & Consumer Marketing groups (HO).

External : Stockists, Vendors/ 3P Agencies, Stockist Sales man, PSR, Merchandisers.

Key Accountabilities (A collection of duties and/or responsibilities assigned) : 

Accountability Related Activities : 

Sales Targets : 

- Achieving category-level sales value, Volume & distribution Objectives as may be outlined from time to time.

- Ensuring commercial hygiene compliance, forecast accuracy

Coaching and Development : 

- Developing the Area Managers and the CDOs/ PSRs to improve competencies and effectiveness - in the areas of Customer Management/ Meeting Effectiveness and Field Implementation/ SSM training respectively.

Trade Relationship

- Managing stockist and trade relationship by anticipating proactively and resolving issues, minimising stockist and field force attrition

Distribution System/ Customer Network

- Strengthening our GTM/ distribution effectiveness and efficiency and ensuring the health of the distribution system.

State Strategy: 

As described above

Create and Support a Shopper-focused mindset

- As against just a trader-focused approach. Develop and implement programs to enhance shopper interaction with our brands/ messaging in-store.

Team work and collaboration : 

- Interfacing effectively with functions like Customer Service, Finance, Customer Marketing, Consumer Marketing and IT on behalf of her/his team to ensure speedy resolution of issues and the facilitating smooth flow of information/data.

B-Customer Development Manager

Experience : 

Essential : Should have worked in the field in different rural and Urban locations to know and understand the requirements of the market and the need of the field force on the ground. Should have experience in working in FMCG Sector.

Desirable : Should have good knowledge and work experience in FMCG sector in Sales and Brand Management. Preferably should have experience of working in FMCG Companies in Sales and Marketing.

No. of yrs of Exp reqd.: Should have 7-8 yrs of minimum work experience.

Professional Qualifications & Training : 

Essential: MBA from premier Institute. Should have worked and have experience in Managing team.

KuldeepSinghShekhawat
+917062621704