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Customer Development

1 month ago

New Delhi, India Marico Limited Full time

Purpose of the Role:

To anchor various trade marketing and sales transformation initiatives in respective regions/clusters. The CDMM will work closely with Sales Transformation and Trade Marketing team to conceptualize and implement agendas in respective region and will help in achieving Marico’s goal of becoming customer’s most valued supplier.


Qualification & Experience

MBA with 4-6 years of experience

General Trade, Trade Marketing and GTM exposure is required.


Key Deliverables of the Role

• Work with Trade Marketing/Brand teams for central project execution

• Control trade spends/ BTL

• Create plans, drive execution for NPLP, NPD

• Work closely with the Sales Transformation, Sales IT & Capability teams to ideate & co create projects

• Implement Sales Transformation, Sales IT & Capability team agendas

• Anchor & drive Urban GTM initiatives & Rural GTM initiatives in the cluster

• Anchor planning for Monthly & Cover plans of ASM territories

• Plan Distribution across channels, sustenance through activations

• Build insights from market to develop initiatives

• Resolve issues w.r.t Channel initiatives, Program &Trade

• Identify distribution gaps & bridging outlet gaps to maximize long term business growth

• Design & plan optimum manpower, DDs, Field force & beats, Distributor optimization & ROI Lead Sales IT initia-tives (Infra + Initiatives) & Ensure PDA hygiene (data sanctity)

• Anchor the capability initiatives across FF (DSR/PSR/ISRs)

• Manage customers with planned interventions focusing on assessment, engagement, healthy returns & quick query resolution


Knowledge, Skills & Competencies

• Strong Analytical Skills

• Program and Channel Understanding

• Ability to influence non-reporting relationships

• GTM Understanding

• Trade Marketing Understanding

• Collaboration with cross-functional teams


Reporting Relationships

Upwards: Reports to Cluster Head

Downwards: Customer Development & Marketing Executive


Other Key Interface

• Area Sales Manager teams

• Commercial team

• Sales Transformation team

• Trade Marketing team

• Division Supply Chain team

• Shopper Marketing team


Growth Path & Future

Cluster Head – Driving business in a region through a team of managers

Trade Marketing Head – Drive trade marketing initiatives centrally through a team of managers