Asst. Area Sales Manager

Job Title: Asst. Area Sales Manager - Beauty PRO

Location: Indore Office

Reporting to: Regional Beauty Manager

Beauty PRO is an exclusive GTM model, designed for a curated portfolio of premium mixes, to help HUL win decisively with affluent consumers in specialized channels. This transformation is being done by shifting gears to become future fit, through sharp prioritization and focus on select channels and geographies. It is being led by ensuring flawless execution to win at point of sale in every store, bringing disproportionate focus on Demand Generation in store, stepping up Quality of Talent, to deliver be-spoke solutions, needed to win with a premium portfolio, in specialized channels.

This exclusive focus has been brought in with the differentiated play required for the premium beuary and cosmetic channels in India where the play of beauty companies, especially the new age beauty start-ups, has been significantly dialed up. Premium Retail Organization (PRO) that will comprise of Beauty experts and ensure superior brand presence and execution for our Beauty portfolio in the pareto outlets across key cities in the country, which contribute to roughly 80% of our business. PRO will have a dedicated technology team that will create best-in-class shopper experiences at POS and beyond enabled through tech solutions. PRO will also set up a new agency ecosystem for frontline execution in top outlets across India. By setting up PRO, our premium B&W portfolio will gain competitively in the pareto beauty outlets and win with consumers through tech-enabled engagement.

The ASM – Beauty will lead the PRO sales organisation in his/her regions and will be responsible for flawless execution of category x channel priorities in GT and MT. He/ She will also be responsible for the design and execution of the GTM Customer Strategy by city for their region. He/She will play a key leadership role to drive adoption of beauty tech across all stakeholders to build a competitive moat for the business. He / she will also be the face of the PRO GTM for CSP and Category teams and play a key role in identifying opportunities and co-creating plans for the region. The ASM – Beauty will report into the Regional Manager – Beauty PRO.

It is preferable for the candidate to be well versed with the beauty eco-system in India, with a fair understanding of the key categories, channels, evolving trends, and competitive context.

Main accountabilities –

• Business Delivery: Driving Branch Growth, Delivery of Quarter and Annual Plan.

• Market beating Growth: Working with categories and CSP to co-create and execute cluster-category plans for market beating growth.

• Execution: Flawless GT and MT execution across channels, with a special focus on driving the demand generation in assisted selling channels and stores with visibility inputs.

• Setting up a dedicated PRO exclusive customer infrastructure in top cities to deliver winning retailer proposition for the business. Leading the Customer Management Actions like infrastructure review and set up, JBP, recruitment/termination of RS, CDT, customer meets etc.

• Coaching, Development and Capability Building for the sales organisation with special focus on setting up the DG front teams for success.

• Leading SNOP process in the branch: Landing the QGP involves detailed working with SC team in branch in building right estimates and targets and ensuring that the key process gates are followed.

• Involving in branch agenda on strategy, initiatives, and engagement.

• Managing Performance: Performance management of direct reports / indirect reports. Raising the capability of the larger team.

• Managing Customer Issues: Issues arising out of mismanagement of customer, unexpected customer actions (bouncing, resignations, business issues, TTS). These issues at times need an experienced leader to manage, diffuse and resolve them.

• Managing Interfaces: Work collaboratively with partner functions including SC, Finance, HR, Legal

• Budgeting: Managing activity spends, overruns and precise budgeting

• Culture: Build a winning culture that thinks, eats, and breathes beauty

Key Skills & Requirement –

• MBA preferably in marketing, business administration or general management

• Experience in a highly analytical, result oriented environment (preferable FMCG)

• Appreciation of Beauty & Aesthetics (High Beauty Quotient): Basic understanding of the Beauty consumer, shopper, customer, and evolving trends in Beauty across India

• Strong fundamentals of CD for infra and on ground execution to blend with the beauty understanding

• Customer Relationship: Highly skilled in establishing and maintaining customer relationships, across General Trade environment.

• Data Literacy: Analytical skills and demonstrated ability to manage the business by the numbers.

• Employee Engagement and Capability building: Proactive inclination in maintaining engaged teams and driving capability building programs and measures.

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