Tata Consumer Product - Senior Manager - Sales Transformation & Channel Development

Senior Manager Sales Transformation & Channel Development, Central

Key Deliverables in this role:

- Financial Outcomes

- Drive Sales Efficiency: Both for Urban and Rural.

- Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed

- Drive Channel Programs to Achieve Numeric Reach Goals: Wholesale

- Customer Service

- Rewards/Recognition and training Programs for Sales team: Design and Deploy

- Distributor Engagement Programs, Incentive Programs for Field Force- Deploy, Analyze, Improve Efficiency and Delivery of Channel Goals.

- Internal Processes

- Custodian of SND: Distributor Count, Super Stockist Count, SubD Count, Wholesale count and SAMT count.

- Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation.

- Infrastructure Deployment and Quality: Distributor Performance Efficiency.

- External/Competition Landscape Benchmarking: Nielsen metrics and competition - Best Practices - Mapping and adoption - in Sales Processes, Infra Efficiency.

Innovation and Learning:

- Own and Drive all SND Innovation Planning and Implementation: GTM New Projects: DSR Split Line, Premium DSR, Udaan, Elastic Run, DSR Geo Coverage

- Critical success factors for the Role

- MBA with 6-8+ years of experience

- Prior Experience in Sales

- Desirable success factors for the Role

- Comfortable with handling ambiguity and strong stakeholder management skills

- Strong Analytical Skills- Ability to Work on Data, correlate with Market Observations and identify gaps and plan and execute course of action.

- Ability to Work with cross Functional Teams-Digital, Operations, Supply Chain, HR, Marketing, Shopper Teams.