RP Sanjiv Goenka Group

As custodian of sales force automation for GIL - prepare a future-ready tech-enabled sales force and apply right business analytics tools to increase effectiveness of the sales force.

Key Competencies:

- High on problem solving & first principles thinking ability

- Sound negotiation skills

- Cross Functional Collaboration

- Ability to focus on details and understand impact across the chain

Qualification: MBA or equivalent from an institute of repute

Work Experience:

- 6+ years of managerial experience in FMCG sales / sales development / sales automation

- Must have led or implemented new sales automation practices like DMS, SFA, gamification in at least one previous role

At Operational Level:

- SPOC for improvement of SFA parameters through analytics and review

- Design effective and efficient incentive schemes for Salesmen and Field force

- FPR for smooth management all Sales IT components like Sales Information Portal, DMS System, Mobility Solutions, Assets' Management & Analytics Tool

- Identify new trends in industry and continually work towards imbibing best practices and tools (e.g. DMS, SFA, sales enablement tools) in GIL Sales ways of working

- Tab on budget of incentives and spends

- Identify Sales Capability gaps in FF and design effective and intelligible development programs

- Design attractive and efficient R&R program for Field Team

At Customer Level:

- Work with cross-functional teams like it and Commercial to improve customer service levels by implementing and ensuring smooth functioning of tools like CRS, E-Claims

- Work closely with Region team (ASM/SE)to improve daily productivity metrics through SFA/DMS

- Interact with Region heads, marketing and Trade Marketing for right support through incentives to drive priorities

- Support Sales Excellence Lead in partner on-boarding for and through IT platforms like DMS

- Develop & deploy tools to augment connect with key customers/stores across institutional, MT and GT businesses

- Understand capability gaps and have a structural solve through training along with HR

At Finance Level:

- Custodian of incentive budget and sales capability budget

- Responsible for delivering Sales IT objectives within the stipulated budgets

- Scout industry for best practices in Sales Automation to improve organization ROI through deployment of IT tools like AI enabled sales bot, visual merchandising audits etc.

- Sales IT vendor management - negotiating for development, support and maintenance operations

At People Level:

- Identify the right communication/ information dispensation tools for training & coaching internal & extended sales team

- Liaison with Sales & Marketing teams to understand requirements of business & in turn ensure delivery of analytical support

- Develop IT tools for enabling feet on street using understanding developed through market working and other interactions with sales personnel across channels & geographies

At Strategic Level:

- Prepare the technology roadmap for GIL sales system to succeed in a competitive and complex multi category environment

- Identifies and implements solutions to ascertain penetration/coverage gaps using internal / external data like GOI Census, other macro-economic data in the public space

- Supports trade marketing team in developing intel basis POS and transaction data from MT & E-Com customers for JBP and revenue growth