Associate Director, Sales |ZSH

2 days ago

Kolkata West Bengal India, West Bengal Tata Consumer Products Full time

Key Deliverables in this role:


Financial Outcomes

  • Drive profitability for the region by focusing on P&L, deliver on revenue targets and process parameters and drive business from new categories.
  • Anchor sales action planning/review (forecast), action implementation and drive communication in the region to enable delivery of sales revenue and market share goals for the region in line with the agreed cycle plan:


Customer Service

  • Lead and drive best-in-class market execution, partnering with the HQ sales team
  • Maintain and broaden the customer base by cultivating and nurturing relationships with crucial customers and identifying new opportunities for growth.
  • Engage with trade partners to deliver business results and ensure sustained growth in the region.


Internal Processes

  • Develop GTM strategy including distribution strategy, market segmentation, value proposition, product messaging, market intelligence, sales plan, tech enablement, channel focus initiatives, schemes, and growth plans for the region in
  • line with business strategy.
  • Identify gaps in distribution / GTM in region (through market intelligence and competitive benchmarking) and develop strategy to effectively reduce these gaps
  • Analyze sales trends in the region - by DB, stockist, brand, SKU etc. to ensure continued growth and take corrective action where required in collaboration with brand teams.

Innovation and Learning

  • Gather competitive intelligence to ensure competitive pricing of all products, stay abreast of market trends, competition in BTL and respond swiftly
  • Drive adoption and utilization of digital tools and technologies across the sales team.
  • Build, retain and groom front end sales team to deliver on business goals



Critical success factors for the Role:

  • MBA with 12-15 years of relevant work experience in reputed FMCG companies
  • Significant team management experience at large business scale/category/geography


Desirable success factors for the Role:

  • Proven experience in driving sales and distribution strategy in India.
  • Experience of having worked in at least 2 geographies in India(East preferably) in sales leadership roles.
  • Experience of working in an organization where sales automation and analytics is matured.
  • Experience in Trade marketing/ Sales Capability / Alternate Channels besides GT sales could be an added advantage.

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