Role & Responsibility:

- Own the end-to-end GTM - GT Channels planning and execution for all Vguard categories

- Driving right Channel partner strategy / Best in class Cost to Serve / Partner management

- Create Channel strategy for categories and executing the same to deliver organization priorities in terms of Numeric distribution / Weighted distribution / new Geography expansion

- Optimize the right number of dealers/distributors basis category needs / whitespaces / demographic needs | Deploying plans to increase Secondary distribution

- Designing and executing Distribution policies/SOPs for positive ROIs for channel partners | Using levers like Category addition / Optimize service area

- Designing Urban & Rural Expansion thinking for categories / geographies

- Designing GTM strategies for NPD excellence via right Market targeting/ Channel identification

- Design frameworks/Strategies to improve Channel partner business health/ performance / lower attrition / expanding leads for categories & converting them

- Lead to a better Cost to Serve in terms of Profitability / Reach / Service / experience

- Design & drive Channel partner Engagement (tactical & long term ) basis performance / Loyalty

- Drive Governance / Reviews / Alignments with various stakeholders and drive execution

- Work closely with Product Heads / Regions / Commercial to land these priorities

- Lead GTM Programs for multiple categories for achieving short term / long term business goals for Vguard categories

- End to end designing & execution of GTM planning ( Channel planning / Manpower / Selling story, Category benchmarking ) | Designing Strategic and tactical Business delivery GTM plans

- Deliver business objectives for categories in terms of expansion / extraction

- Work closely with Product Heads / Regions / Category Strategy teams to achieve category priorities

- Identifying pockets of growth for categories and designing levers for growth

- Activating and deploying all pillars of growth | End to end coordination and business ownership

- Design / Envisage and deploy plans for future fit GTM strategies / GTM Architecture

- Understanding GTM landscape / future fit models like D2C / ONDC / eB2B / Channel Finance

- Design / Pilot / Deploy new channel architecture / future fit channel strategies to expand Vguard business in various categories like Direct to Trade / Direct to Consumer | Identify POCs for the same

- Engage with external vendors / startups / benchmark different industries to drive the same

- Design & drive Channel Tech initiatives for Lead Generations / Onboarding / Customer management etc

- Design /deploy and onboard stakeholders like Channel partners etc on relevant applications to drive future business opportunities / provide day to day solutions on platforms via Platforms like Salesforce

- Work closely with Digital transformation team to regularly improvise these solutions and add new capabilities

- Work closely with IT / External consultants / Digital Transformation team to drive this agenda

- Lead a team of young and dynamic professionals to achieve results

- Drive the team / make them accountable to achieve organization objectives

- Regularly engage and motive the team | Build new skillsets ( Tech and softskills) of the team

Requirements:

- MBA from a reputed institute

- 10+ years of experience leading a team

- Industry preference - FMCG , FMED, FMCD

- Workex in GT with some exposure to eB2b/D2C/eCom

- Person must have done 4-6 years of Sales + other HO roles in GTM/ Sales development / Center of Excellence

Technical Skills:

- MS office with Strong presentation and computing skill

- Data analytics

- Salesforce / DMS / SFA / Lead generation tools exposure will be good

Business Skills:

- Strong understanding of GT Distribution business

- Strong understanding of overall Consumer Goods business operations

- Strong understanding of Channel partner working / Experience in expanding distribution / Designing Channel Architecture & Channel Strategy