Sales Development Manager - FMCG - ISB/SCMHRD/FMS/MDI/IIFT/SP Jain

Opening for Sales Development Manager for Kolkata location with a FMCG giant. Looking for 12-13 batch passout

Job Description : Sales Development Manager

Accountabilities :

- Drive and Sustain Strategic Initiatives

- Drive GTM transformation (e.g. segmented GTM for core) and sustain the different GTM mosaic within the unit

- Lead, sustain and maintain sales automation effort

- Drive distributor consolidation and distributor management processes

- Monitor & control distributor ROI, subsidy and incentives budget

- Drive S&D KPIs ( e.g. LPSC)

- Devise GTM strategy to grow ND / WD

- Account cracking performance management

- Enhance S&D infrastructure quality and development

- Periodic reporting to BU

Build Salesforce Capability :

- Drive sales processes (TU, transition to COC planning, distributor IT / portal)

- Define sales force training objectives and training capabilities calendar execution through 3rd parties

Ensure Successful Roll-out :

- Define / fine-tune GTM strategy based on learnings from the pilots

- Obtain unit leadership support / buy-in on all key initiatives and resources required for the GTM transformation journey

- Provide in-market support for GTM transformation

- Ensure adherence to agreed timelines

- Ensure learnings from pilots / roll-outs are shared across TDMs

- Monitoring and measurement of target cost-benefits

Coaching :

- Coach and train all TDMs/Sales managers and direct reportees in effective design and implementation capabilities

- Conduct TDM appraisals jointly with the Sales Mgr

- Provide direction and coaching to other team members on areas that require greater focus

Lead Change Management :

- Proactively identify barriers to implementation and risk mitigation mechanism

- Implement the change management agenda and activities

Qualifications / Requirements:

Profile :

- Post Graduation from Premier Management Institute in Sales and Marketing with 7+ year experience.

Key Skills/Experience Required :

- Most successful TDM and/ or Sales Manager in the past and the likely future UM profile

- Critical experience to become a Unit Manager

- Sound functional / business knowledge

- Excellent communication, interpersonal, influencing and persuasion skills

- High performer and well respected in the PI system, specifically the frontline

- Experience of handling large projects (requiring significant change management effort) is a positive

- Post Graduation from Premier Management Institute in Sales and Marketing

Skills and Behavioral Attributes :

- Ability to set the agenda and drive the same

- Excellent communication, interpersonal, influencing and persuasion skills

- Ability to collaborate and work with the location sales teams

- Ability to work with cross functional teams

- Quick Learning and Execution ability

- Anticipate execution / implantation issues and incorporate into the planning

- Ability to drive results with the field teams

- Strong people skills