Product Manager

Role:

Product Manager Retail Sales

Location: Mumbai

Purpose - Why does this role exist?

• The role is to focus on developing, driving and implementing Branded GL/GC marketing activities in order to enhance its Retail sales.
• Act as a facilitator between branding team and Regional Sales teams for Branded GL/GC sales & marketing activities
• Responsible for Branded GL/GC & Projects Retail Annual Sales targets
• Formulate Sales & Marketing strategy for Branded GL/GC keeping in view market size, product mix, geography mix, market needs, competitive land scape, consumer insights, brand framework and various internal & external constraints
• Efficiently handle business complexity arising due to various manufacturing units & multiple SKUs, supply chain constraints, mill loading pressure and market conflicts
• Driving & supporting regional Sales teams to achieve aggressive business volume targets
• Achieve Sales targets while optimizing NSR & EBIDTA taking into consideration sustainable price levels vis--vis competition & internal costing constraints
• Product Management responsibilities for Branded GL/GC & Projects to ensure quality compliance and cater to market needs
• Understanding consumer behavior to derive insights into roofing segment helping to identify growth drivers & potential business development opportunities
• Pan India network development for Branded GL/GC & Projects covering various clusters to maximize geography spread
• Relationship management with internal & external stakeholders
• Contribute to special projects

Key Result Areas (Key Performance Indicators)

• Achieve Branded CC Sales volumes, NSR, EBIDTA targets for Branded GL&GC
• Market visibility
• Marketing & Branding

Critical Tasks

Planning for Branded GL/GC:

• Provide information for management by preparing short term and long term product sales forecasts
• Develop monthly line wise / Plant wise sales plan in-line with organizational goals & addressing business complexity
• Identify key challenges & enablers to achieve milestones in-line with Annual Business plan
• Market size study Geography wise, SKU wise & competition wise to assess market share
• Keep a close tab on competition new offerings in colour coated product & market trends to evolve dynamic market strategy for Branded GL/GC

Sales:

• Formulate & execute sales & marketing strategy to achieve annual, quarterly & monthly sales plan for Branded GL/GC taking in account organizational goals & market dynamics
• Driving & supporting regional sales team to achieve aggressive volume targets
• Liaison with PPC /CSD/ Logistics/ Operations of various manufacturing units & other 3rd party tie-ups to ensure effective sales execution
• Ensure market share as per Sales volume targets while sustaining value
• Ensure timely order booking for mill loading and business continuity
• Facilitate inventory turnover and product availability by reviewing and adjusting inventory levels across plants & warehouses
• Liaison with regional teams to liquidate old stocks at plants and stockyards

Market/ Product development:

• Analyse end application insights to identify new product development opportunities
• Identify gaps in market reach for GL/GC spanning across rural, semi-urban & urban clusters pan-India
• Interact with channel partners to explore market opportunities
• Work closely with branch team to identify and address gaps in market reach
• Identify opportunities to leverage third party tie-ups to maximize domestic market reach of Branded GL/GC
• Work closely with central marketing team
• Ensure branded format appointment as per plan (JSW Shoppe / Explore / Shoppe Connect)
• Ensure distributor compliance to JSW ways of working (no. of DSRs, compliance to digital initiatives, territory compliance)

Analytics:

• Drive Sales Analytics framework for Branded GL/GC
• Analyze Target vs Actual gaps in volume and address root cause for deviation
• Analyze Branded GL/GC market share SKU-wise & Geography wise
• Allocate regional marketing budget basis micro-market analysis

Decision making authority (Decisions expected)

• Order Servicing Compliance
• Optimise Geography mix and Product mix
• Inventory Management through liquidation of ageing stocks

Educational Background and Work Experience

• B.E./ B.Tech top Institute with M.B.A from premium institute
• 3 - 5 years of prior channel sales/ marketing experience
• Steel/ Cement/ Paint/ FMCG/ Telecom/ Lubes/ Batteries/ Construction chemicals/ Tyres/ Consumer Durables.

Competencies

• Decision making & Problem solving
• Crisis management
• Team Player
• Customer focus
• Relationship building / Interpersonal skill
• Ownership & drive for results

Key Success Factors – Challenges

• Close association with regions and central marketing teams
• Liaison with personnel across plants & managing branch teams to align to the business objectives