الوصف الوظيفي
JOB DESCRIPTION:JOB SUMMARYTo activate and influence regional sales leadership by developing and communicating JBP plans, to deliver and own FMOT leadership in the region, to develop management solutions to build organizational capabilities, to invest SG&A budgets in the regions to deliver sales plan CORE JOB RESPONSIBILITIESAct as “think tank” for the regionAnalyse, identify and lead incremental and breakthrough growth opportunities in the regionDevelop powerful launch plans to ensure NPI success in the region Ideate and identify key POP levers to win with customers and shoppersDevelop data toolkits, share data based insights to facilitate discussion & business planningAssess competitive dynamics to formulate suitable countersAnalyse marketplace & translate into relevant business insights Conduct promotional analysis to identify and scale-up cost-effective Promotions Own ‘Regional Business Plan’ Develop and align the annual region strategy (Localized Region Business Plan) to deliver targeted growthLocalized activitiesMonitor permanent visibility outletsPlan visibility driversDevelop Trade and Shopper Marketing Calendars to deliver the JBPDevelop Scorecards & decks to monitor vital signsCustomize & construct monthly business plans. Influence regional sales team and secure buy-inLead initiative planning and execute through matrixed teamDeliver and own FMOT leadership Co-ordinate with region sales and leverage agencies to execute powerful brand activations Develop customized and differentiated solutions to deliver trade visibility leadership Lead and execute winning category, channel and customer strategies to be partners of choiceExpand brand reach by driving direct distribution and leveraging controlled/ indirect channelsCustomize and lead execution of Plano-grams for impactful shelf visibilityEnsure availability of proper POS to the ISR / ISP’s / merchandisers in the regionDeliver perfect punch initiatives and share PP trackersBuild organization capabilityCo-ordinate with region sales and leverage agencies to execute powerful brand activations Train and coach merchandisers to effect best-in-class visibility in storeManage the team, who controls the ISP’s and supports the merchandising operationsContinuously explore the market & network with peers to build a robust vendor databaseEnsuring formalized process to transfer Best PracticesMobilize senior management and develop frameworks to prioritize and resource key projectsMotivate the distributors and AFCs/ISR’s / ISP’s to deliver plansRun and monitor a distributor motivation plan to deliver the sales plan Run and monitor AFC/ISR incentive plan to deliver planMonitor and control the ISP program in the regionDevelop localized vendorsDevelop vendors for executing permanent branding in the regionTo develop and execute collaterals for Traditional TradeTo source products for localized activitiesInvest budgets to deliver Sales PlanPlan and take decisions to efficiently deploy budgets to deliver revenue salesDevelop and publish trade marketing activities and calendar Monitor and share rolling forecast on trade spendsOperate within planned budgets to ensure profitable businessControl & monitor process hygiene and overall spends strategyMINIMUM QUALIFICATIONSMinimum EducationPost GraduateEducation LevelMajor/Field of StudyMBA/PGDMSales & MarketingMINIMUM WORK EXPERIENCEExperienceExperience DetailsMinimum 4+ years of relevant experience.Sales experience (at least one ASM stint) preferably in an FMCG-MNC & experience in sales & distribution channelsComfortable interacting with agencies/ vendorsPossess excellent communication, interpersonal, influencing and persuasion skillsStrong project management and data interpretation/ analysis skillsDeciding and Initiating action to build confidenceStature, self-belief & people skills to handle & impact matrixed teamsKeen intellectual acumen to formulate strategies and conceptsAbility to think on the feetThink flexibly to see issues from different perspectives and take informed decisionsSet high expectations to develop a winning teamBe customer focused to add valueThe base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY:Sales ForceDIVISION:ANI International NutritionLOCATION:India : RemoteADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Yes, 50 % of the TimeMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)
