RP-Sanjiv Goenka Group - Manager - Go To Market - Personal Care Division

Go-To-Market Manager (Personal Care Category)

Must have :

- 4-5 years of managerial experience in FMCG sales / sales development / sales automation

- Must have led or implemented new sales automation practices like DMS, SFA, gamification in at least one previous role.

Job Responsibility :

1 At Operational Level :

- Lead all GTM and Coverage initiatives pan India and come up with best practices for last line reach

- Leading Promoter and On-shop activities

- Design effective and efficient incentive schemes for Salesmen and Field force

- FPR for smooth management all Sales IT components like Sales Information Portal, DMS System, Mobility Solutions, Assets' Management & Analytics Tool

- Analyze productivity metrics like ECO, Bill Cut, Lines & Man-days and drive for daily efficiency

- Tab on budget of incentives and spends

- Best in class visibility execution for Personal Care

- Training of Salesmen, Merchandisers and Promoters

2. At Customer Level :

- Work with cross-functional teams like Supply Chain and Commercial to improve customer service levels by implementing and ensuring smooth functioning of tools like CRS, E-Claims

- Work closely with Region team (ASM/SE)to improve daily productivity metrics

- Interact with Region heads, marketing and Trade Marketing for right support through incentives to drive priorities

- Support Sales Excellence Lead in partner on-boarding for and through IT platforms like DMS

- Develop & deploy tools to augment connect with key customers/stores across institutional, MT and GT businesses

3 At Finance Level :

- Custodian of incentive budget

- Responsible for delivering Sales IT objectives within the stipulated budgets

- Scout industry for best practices in Sales Automation to improve organization ROI through deployment of IT tools like AI enabled sales bot, visual merchandising audits etc.

- Sales IT vendor management - negotiating for development, support and maintenance operations

4 At People Level :

- Work with DSM, SE & ASMs and identify critical areas for improvement

- Identify the right communication/ information dispensation tools for training & coaching internal & extended sales team

- Liaison with Sales & Marketing teams to understand requirements of business & in turn ensure delivery of analytical support

- Develop IT tools for enabling feet on street using understanding developed through market working and other interactions with sales personnel across channels & geographies

5 At Strategic Level :

- Prepare the technology roadmap for GIL sales system to succeed in a competitive and complex multi category environment

- Identifies and implements solutions to ascertain penetration/coverage gaps using internal / external data like GOI Census, other macro-economic data in the public space

- Supports trade marketing team in developing intel basis POS and transaction data from MT & E-Com customers for JBP and revenue growth