- Sales Strategy and Planning: Route to market strategy for regional accounts, Defining productivity KPIs for the MT, Sales distribution plan for NPI.

KEY RESPONSIBILITIES:

- Helping the verticals in the Trade BU meet their top line sales objective.

- Work closely with the National Sales Manager MT , NAMs and regionals KAMs to deliver the sales plan.

- Central point of contact between Sales and Marketing to align plans.

- Work closely with PND and MND BU Heads on a channel strategy for their brands in pharma, hyper and regional accounts.

- Develop consumer promotion strategy with proper action standards and measurement criteria.

- In conjunction with the brand and BU Trade team formulate a consumer promotion strategy which enhances brand saliency and helps in achieving sales & distribution objectives.

- Deliver consumer promotion plans for Pediasure.

- Develop POP to effectively communicate consumer promotions.

- Develop and implement winning Point of Purchase strategies.

- Formulate Point of Purchase strategy in sync with the brand objectives.

- Develop creative agencies/units which specialize in point of purchase design and implementation.

- Arm the field force with innovative POP tools to create heightened visibility for our brands in the market space.

- Develop shopper engagement strategy to leverage the shopper/consumer touch points at the point of purchase especially modern trade.

- Develop brand activation programmes in the retail space to maximize reach and shopper interaction.

- Control and manage the ISP program in MT.

- Develop category based propositions for key accounts to help ANI drive category growth.

- Formulate category based commercial proposition for the key accounts in conjunction with the key accounts team.

- Develop category and brand development initiatives for the key accounts.

- Involve in negotiations with key accounts to formulate annual business plans.

- Develop Trade Marketing Strategy to help achieve sales and distribution objectives.

- Set up robust trade marketing activity calendar in conjunction with the brand objectives.

- Set up system to update key stakeholders on SG&A spends.

- Set up evaluation and measurement parameters for Trade Marketing Activities.

- Ensure proper documentation of SG&A spends and distributor reimbursements.

- Develop channel strategies for existing and new channels.

- Work closely to develop a strategy to motivate distributors / distributor salesmen and get them to drive the ANI business.

- Develop a strategy for Chemist channel so as to drive throughput for ANI products.

- Work closely with the regions to activate the semi w/s.

- Sales plan for NPI and NPI tracking.

- Prepare a sales launch plan for all NPI.

- Track and measure the NPI launch for the first phase.

Behavioral Competencies Required:

- Enable and Drive change.

- Designing, implementation of plans, including the actions to be taken, their sequence and the responsibilities for each person or group involved.

- Removing constraints and barriers on action and initiative.

- Introduce the organization to new wow for Customer Marketing.

- Challenge existing systems and processes and recommend changes.

- Ensure proper controls in all SG&A spends.

- Developing People.

- Having high expectations about the potential of staff and providing them with resources, coaching, feedback, training and stretching responsibilities to develop their capabilities.

- Investing in training.

- Retaining high performing individuals.

- Customer Focus.

- Focusing the team/organization on adding value to the customers (internal & external) and taking action to build customer/client value.

- Quick resolution of issues.

- Providing value to the customer.

Experience/Knowledge/Technical Skills Required:

Education

- University degree with a preference for a post graduate management degree from a renowned university.

Experience :

- Minimum of 6 - 7 years experience in a reputed FMCG Company in the Sales / Marketing function with at least 2-3 years experience in handling key accounts.

- Extensive knowledge of marketing and brand plans.

- Good grasp of distribution and logistics management.

- Understanding of financial and legal regulations.

Skills :

- Sharp negotiation and influencing skills.

- Understanding of the Indian retail environment.

- Analytical skills.

- Networking and strong orientation towards customer management.

- Ability to handle pressure in a dynamic environment.

- Ability to handle complex and diverse business situations.

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