Tata Consumer Product - Manager - Channel Development - Urban GTM

Key Deliverables in this role:

Financial Outcomes:

- MDM/Analytics

- Distributor Evaluation, Performance Tracking and Distributor Classification

- Urban Efficiency: Range Billing in Distributors: Tracking and Review

Customer Service:

- Distributor Subsidy- Trend Analysis, Timely Disbursement of Subsidy, Analysis of payout and Potential to reduce.

- DSR Split Line- Subsidy Calculations, Working Files, Tracking, Spend control and timely Disbursal along with trend analysis

Urban GTM:

- Internal Processes

- DSR Split Line: Project Execution, DSR Onboarding training, Performance Tracking- DSR Level, Category Level, Outlet Level

- City Level- Split Line Performance- Overall Value, Lines Sold and Range Billing, NPD Performance

- SAMT GTM: PDSR: Route Mapping, Deployment of Norms in Beat Planning, City Level Execution

- SAMT GTM: PDSR Incentive Design, Performance Tracking, Range Billing Performance

Innovation and Learning:

- DSR Route Mapping, OL Mapping to Route- Deployment of Norms across 100% of Distributors

- Value/DSR and Month UOB/DSR- Monthly Tracking, Identification of Gap Areas, Improvement in the same.

- Rs 10, 100gm Beverages- UOB Performance- Tracking and Improvement

- DSR Basket Selling-Improve Spread of earning, drive Adherence to Basket

Critical success factors for the Role:

- MBA with 3 - 5 years of relevant work experience in reputed FMCG organizations

- Understanding & knowledge of Sales & Distribution systems, understanding of GT systems, trade marketing and category development

Desirable success factors for the Role:

- Proven and Deep knowledge of Sales and Distribution - budget, planning and operational control.

- Experience of working with GTM business to drive schemes and plans

- Comfortable with handling ambiguity & cross functional stakeholder management

- Keen interest and knowledge of digital solutions to improve sales processes and maximize data led insights.