Head - GTM

5 days ago

Mumbai, India Parle Agro Pvt Ltd Full time

Experience : 9-15 yrs of exposure in Sales, Trade marketing in FMCG industry for GTM role

Location : Mumbai


Key Duties and Responsibilities :

Strategic :

- Develop an GTM/RTM Roadmap aligned to the Company Sales growth initiatives.

- Ensure alignment with the channel partners on integrated GTM/RTM model and driving execution through all channels GT/MT/ECommerce

- Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure.

- Alignment of GTM initiatives roll-out with Territory's priorities in collaboration with regional leadership team.

- To lead the planning & implementation of the footprint expansion initiatives in both Urban and Rural markets

- To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements.


Operations :

- Channel Analytics : Sales Analytics and Support

- Understanding of Nielsen Data and building the RTM strategy based on the key observations

- Analyze information and insights against Key Performance Indicators at a Territory level

- Propose goals and KPIs for distributor activities and track ongoing results at a Territory level.

- Recommendation of remedial actions needed for Distribution / Distributor underperformance

- Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.

- Define Distribution requirements & structure (e.g. warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel.

- Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives.

- Drive continuous business improvement in the secondary sales to optimize cost efficiencies.


Leadership :

- Assess training needs at distributor level and provide input to trade development team.

- Provide insight & make recommendation to ensure optimum distributors' organizational structure.

- Drive the development of Incentive schemes directed to Distribution Field Force and growth.


Relationship :

- Has an intimate knowledge of distributor business model and financial insights.

- Develop effective working relationship with distributors, suppliers and key trade partners.

- Develop a close working relationship with Sales Managers to better understand their markets.


Job Specific Competencies :

- Understanding of distributor / FMCG operations environment specific to RTM/GTM planning coupled with Sales Analytics.

- Detailed understanding of the Food/CPG/Beverage Business in terms of logistics, distribution, sales and channel.

- Experienced in Sales & Route To Market strategy to achieve high execution standards in market while ensuring scalability, sustainability and profitability of each initiative

- Distributor management, Channel Knowledge & Dynamics

- Strong interpersonal skills & ability to work across functional boundaries

- Analytical skills and planning ability

- Strong Communication & Negotiating skills


Job Complexities :

- Align the capabilities of Company's sales force and the capabilities of our channel partners.

- Motivate distributors to invest the resources and develop the capabilities required for RTM success

- Play a strong advisory role to the distributors and guide them on key tools.

- Drive the overall reach and quality of distribution health of the distributor system.


Key Measures of Success :

- Should play a pivotal role in contributing to the strategic direction for RTM.

- Achieve the distribution objectives as per agreed Business Plan targets


Job Specifications :

Internal Customers – Zonal Heads, Marketing, IT

External Customers - Distributors, Channel Partners, Vendors, Suppliers

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