Head - gtm

2 weeks ago

Mumbai, India Parle Agro Pvt Ltd Full time
Experience : 9-15 yrs of exposure in Sales, Trade marketing in FMCG industry for GTM role
Location : Mumbai
Key Duties and Responsibilities :
Strategic :
- Develop an GTM/RTM Roadmap aligned to the Company Sales growth initiatives.
- Ensure alignment with the channel partners on integrated GTM/RTM model and driving execution through all channels GT/MT/ECommerce
- Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure.
- Alignment of GTM initiatives roll-out with Territory's priorities in collaboration with regional leadership team.
- To lead the planning & implementation of the footprint expansion initiatives in both Urban and Rural markets
- To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements.
Operations :
- Channel Analytics : Sales Analytics and Support
- Understanding of Nielsen Data and building the RTM strategy based on the key observations
- Analyze information and insights against Key Performance Indicators at a Territory level
- Propose goals and KPIs for distributor activities and track ongoing results at a Territory level.
- Recommendation of remedial actions needed for Distribution / Distributor underperformance
- Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.
- Define Distribution requirements & structure (e.g. warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel.
- Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives.
- Drive continuous business improvement in the secondary sales to optimize cost efficiencies.
Leadership :
- Assess training needs at distributor level and provide input to trade development team.
- Provide insight & make recommendation to ensure optimum distributors' organizational structure.
- Drive the development of Incentive schemes directed to Distribution Field Force and growth.
Relationship :
- Has an intimate knowledge of distributor business model and financial insights.
- Develop effective working relationship with distributors, suppliers and key trade partners.
- Develop a close working relationship with Sales Managers to better understand their markets.
Job Specific Competencies :
- Understanding of distributor / FMCG operations environment specific to RTM/GTM planning coupled with Sales Analytics.
- Detailed understanding of the Food/CPG/Beverage Business in terms of logistics, distribution, sales and channel.
- Experienced in Sales & Route To Market strategy to achieve high execution standards in market while ensuring scalability, sustainability and profitability of each initiative
- Distributor management, Channel Knowledge & Dynamics
- Strong interpersonal skills & ability to work across functional boundaries
- Analytical skills and planning ability
- Strong Communication & Negotiating skills
Job Complexities :
- Align the capabilities of Company's sales force and the capabilities of our channel partners.
- Motivate distributors to invest the resources and develop the capabilities required for RTM success
- Play a strong advisory role to the distributors and guide them on key tools.
- Drive the overall reach and quality of distribution health of the distributor system.
Key Measures of Success :
- Should play a pivotal role in contributing to the strategic direction for RTM.
- Achieve the distribution objectives as per agreed Business Plan targets
Job Specifications :
Internal Customers – Zonal Heads, Marketing, IT
External Customers - Distributors, Channel Partners, Vendors, Suppliers

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