Head - Modern Trade; Mars Petcare; Hyderabad

4 weeks ago

Hyderabad, India Mars Full time

Job Description:

Role : Head - Modern Trade

Location : Hyderabad

Level : T2

Job Purpose 

The role is responsible to drive Quality & competitive growth for Modern Trade channel through a specific customer & portfolio plan for the year. This role will require the incumbent to be driving a winning customer relationship and leading category vision for the channel to lay a strong foundation for long term growth. This is a people leader role and requires one to size up team, attract top talent, develop them and inspire them with a winning vision.  

Job Responsibilities 

  • Leading, shaping & executing of the channel’s overall strategy and leading the wider organization to achieve a quality & competitive growth

  • Lead the development and execution of the sub-channels/customers short- and long-term strategies which enables sales revenue and achieves company, category and customer mutual objectives.

  • Develops an excellent understanding of the macro environment e.g. external trends, competitor and customers current and future needs which is leveraged to build shopper centric customer plans which drive quality growth.

  • Develops consistently accurate and timely forecasts using a variety of inputs from both consumption and shipment perspective, adopting a continuous improvement mind-set.

  • Lead the development and execution of customer specific solutions around Perfect Store lever e.g. assortment, merchandising, pricing, check out, planogram and promotion which achieve customer, category and business objectives.

  • Drive the customer agenda and develops strong and influential relationships with key customers focused on delivering shopper, channel and category centric solutions which accelerate customer engagement.

  • Partner with marketing to develop channel/customer specific portfolio plans which support the achievement of our business objectives.

  • Collaborate with Customer Marketing develop compelling shopper marketing plans which support the achievement of our business objectives.

  • Manage new product launches with timely and effective execution to maximize customer impact in the marketplace.

  • Oversee all significant customer daily activities to ensure consistent operational execution and follow through on plans.

  • Manage customer MAC and trade investments that complies with internal and external requirements.

  • Drive Omni-channel approach wherever applicable and practice data based decision making to activate the channel with efficiency.

Responsible for people management to include:

  • Responsible for recruiting, retaining and developing a high performing capable and engaged team and a strong talent pipeline and culture that highlights the benefits of personal career development and a pool of best-in-class functional expertise.

  • Builds an effective and high performing team creating strong morale and encouraging and facilitating open dialogue

Job Specifications

Education & Professional Qualification

MBA or equivalent degree

Knowledge/Experience

  • 8-10 Years of relevant experience in FMCG or CPG Retail (Modern Trade)

  • Minimum 3 years of Modern Trade experience (can be brand side or retailer side) that includes selling, negotiating and leveraging insights to deliver tailored customer plans, achieving company and customer objectives and advancing category leadership.

  • Significant customer management experience, preferably with key/strategic customers and proven ability to deliver successful solutions that cover product, placement, promotion and/ or pricing; with an excellent track record of meeting/ exceeding sales objectives.

  • Strong interpersonal skills and proven ability to develop long term, effective and influential business relationships with key decision makers which drive mutual growth.

  • Ability to assess needs, propose mutually beneficial solutions, overcome objections, demonstrate resilience and manage conflict with a positive & confident mind-set and close sale to maximise mutual value.

  • Experience in partnering with Category and using and deploying the fundamentals of Category Leadership, drive category growth and achieve category captaincy.

  • Experience in developing and managing a budget and trade revenue optimization and delivering in budget and ROI.

  • People leadership experience of a remote team(s) with demonstrated ability to build capability, develop talent and engage associates.

Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.

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