Senior Vice President - Business Transformation - FMCG/Building Materials/Wires & Cables/FMEG

Job Description:

- Preferred previous role: National Sales Head, VP Sales, Head Channel Development

- Background: Wires and Cables, FMEG, FMCG, Building Materials (Paints, Adhesives, Cement etc)

- Key skills : Strategic thinking, Analytics, Sales Development, Stakeholder management

Roles and Responsibilities:

a. Laying the roadmap for the Channel Development Team encompassing the pillars of distribution development, retail expansion, enhancing loyalty with influencers and overall productivity of the system

b. Defining the KPIs with quantified metrics for each of the pillar heads - Distribution Development, Engagement and activation, and Firex transformation

c. Alignment of Zonal Heads and interventions wherever required on the key initiatives being driven

d. Collaborate with the marketing function for defining the right mix of BTL and ATL requirement for each geography, engagement meet and product

e. Validate asset allocation per state for engagement initiatives

f. Performance management and governance mechanism of all the KPIs being driven by the Channel development team

g. Regular reviews with the management on the progress of each initiative, impact on spends and effectiveness

h. Identifying the digital tools required for driving effectiveness and sales team enablement

i. Collaborative effort of Expansion, Engagement and Extraction to gain share in weak markets

j. Benchmark the best industry practices across different pillars and enable the same for RR Kabel

k. Hiring the right talent for the Channel Development Team for execution and driving initiatives

KPIs:

a. Overall growth from expansion and extraction - Target v/s achievement

b. Effectiveness of engagement activities

c. Spends optimisation

d. Product mix - Impact on sales of Firex and other NPDs

e. Market share gain - PAN India and weak markets