Associate Director, Sales |ZSH

3 weeks ago

Kolkata, India 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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