Regional Sales Development Manager - Trade Marketing - FMCG

Regional Sales Development Trade Marketing Manager

- The RSDTM role would be the design and execution arm responsible for establishing best-in-class sales systems & processes, channel Infrastructure, channel development programs and build the sales teams overall capability that will make teams one of the best in the country. This role is a part of regional leadership team and would report into the Head of Sales Development and the respective Region Division Head.

Role specifications:

The key responsibilities for this role would include:

A. Work with the Sales development Head towards creation and execution of a blueprint towards building a future ready sales organization both short term and long-term.

B. Be the regional custodian of all National level initiatives and priorities in the area of Sales Development & Trade Marketing. This will include the following:

1. Lead the implementation of the Rural GTM and village expansion drive as per agreed blueprint

2. Lead the implementation of the Urban GTM as per agreed Blueprint.

3. Build channel competencies among all key partners - Distributors & Superstockists

4. Lead the Sales Capability agenda across levels in the sales team - Offline , Online LMS,

5. Own the Reward & Recognition Programs for the Sales Team

6. Ensure the efficacy of the Sales Force Automation solutions including Distributor Software, Handheld terminals for frontline sales force etc. in both Urban & Rural markets.

7. Leverage New-age Sales Analytics solutions to extract more value from the opportunities that exist in the Divisions.

8. Drive initiatives which enhance sales process parameters to the next level - TLS, Productivity, MSL, Ideal Store, etc.

9. Responsible for execution of targeted Rural & Urban Market development initiatives for priority markets as decided by the organization

ROLE SUMMARY:

10. Develop & Execute Channel Programs for specific Channels - Wholesale, Chemist, Cosmetic, Self-Service, etc. to leverage relationship & drive business opportunity

11. Ownership of Trade Engagement Programs at regional level to build the better relationship and leveraging it for the business.

12. Responsible for the urban visibility program for flawless execution through dedicated merchandisers.

13. Is the Region custodian for all Marketing Initiatives in the Region viz. New product Launches, Marketing Activation Programs, Shopper Insighting Programs.

14. Keep track of best-in-class trends in the S&D Ecosystem in GTM, Sales IT & Sales Capability & make appropriate action plans along with the Central teams.

15. Significant amount of inputs are also expected to be given by the RSDTM to the Corporate Sales Development & Trade Marketing Cell before the medium-term to long- term plans are finalized.

16. Play a pivotal role at the region and also supports the Division Head in driving the sales objectives for the region.

Skills required:

- Post Graduate degree (MBA) in Sales & marketing from a premier B-school

- Total experience in the range of 6-8 years in Sales/ Trade Marketing/ Sales Development of which at least 4 years should be in Line Sales in FMCG sector.

- Strong understanding of S&D systems & processes in both Urban & Rural is a must

- The incumbent should have led a team, be strong on execution and acquired a well-developed ability in influencing senior business leaders.

- Deep Analytical and critical thinking skills

- Good interpersonal skills to navigate cross-functional teams

- Able to work under pressure and meet deadlines

- Capable of managing indirect teams

- Proactive planning and priority setting skills

- Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance

- Highly consumer and customer - centricity

Value Proposition:

- The RSDTM role is a crucial role in driving the S&D agenda going forward.

- The role presents the candidate with an opportunity to drive both short term and as well as longer term Sales agenda.

- Post a successful 2-3 years stint in the role of RSDTM, there will be opportunities to move into line sales roles handling larger complexity & scale (Zonal Sales Manager) or sales allied roles with diverse portfolio (Regional Sales Development & Trade Marketing manager) or to a brand role or opportunities with our international businesses depending on interest and aptitude of the individual.