Pidilite - Branch Manager - Sales

Job Title: Branch Manager - FMCG Retail Sales

Job Location: Chennai

Experience: 3 - 6 Years

Industry: FMCG (Stationery / Art & Craft Products)

Qualification: MBA (Full-time Mandatory)

Languages: Tamil, English, Hindi

Key Responsibilities:

- Achieve sales targets across products (Core, Focus, PUL, YP, Rest), TSI TTY-wise, WSS TTY-wise in both value and volume terms.

- Implement and monitor range selling targets using the RSI module.

- Identify critical issues impacting branch performance and resolve them proactively.

- Manage WSS (Wholesale Stockists): appointment, onboarding, performance monitoring, training, working capital management, compliance, and discontinuation as per policy.

- Ensure optimal working capital deployment by WSS and timely submission of all claims and reports.

- Build and maintain strong relationships with dealers to enhance reach, resolve grievances, and improve policy benefit distribution.

- Execute key dealer programs and dealer relationship management strategies.

- Ensure retail visibility through shop board execution and merchandising activities as per BTL plans.

- Manage people effectively: coach TSIs, monitor performance, conduct regular reviews, and implement engagement initiatives.

- Plan for manpower gaps and ensure territory coverage during attrition or vacancies.

- Communicate, execute, and settle schemes in the market effectively.

- Conduct market visits for direct insights, end-user feedback, and competition intelligence.

- Drive competition-fighting strategies including monitoring competitor activities and executing consumer connect initiatives.

- Collaborate with Field Marketing for cluster BTL objectives, product launches, and promotional campaigns.

- Manage inventory disposal of undesirable stock categories within stipulated timelines (Urgent Sell, Must Sell, Partially Damaged, Discontinuation).

- Prepare and submit timely reports to Head Office and escalate unsolvable market issues.

Skillsets Required:

- Strong knowledge of FMCG / Retail Sales environment, preferably in Stationery or Art & Craft products.

- Hands-on experience in WSS and Dealer Management.

- Ability to analyze market data and drive actionable insights.

- Team management skills with the ability to coach and mentor TSIs.

- Strong negotiation and interpersonal skills.

- Understanding of working capital management principles.

- Excellent communication skills in Tamil, English, and Hindi.

- Problem-solving ability and decision-making mindset.

- Good command over commercial policies and compliance requirements.

- Ability to handle market dynamics, pressure, and fast-paced environment.

- Computer proficiency (Excel, ERP systems).