Function: Institutional Sales

Location: Hyderabad

Reporting To:  Senior Area Sales Manager - Institutional Sales  South

At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns with one of these key strategic pillars, which is driving Strengthening & Accelerating our core business. The role is responsible to plan, direct and implement Sales strategies and programs to achieve the sales objectives for the company  

This job is at N-5  level (N corresponds to CEO’s level)

Top dimensions :

Geography: Telangana

Direct reports: TSO

Complexity of the role (Optional) :

Matrix Reports : NA

Type of Role : Individual Contributor

Primary Stakeholders (Optional) : India Sales, category teams & Demand Planning teams.

What are the Key Deliverables in this role?

• Drive Primary & Secondary Sales in the territory in line with the business objectives of the company  
  • Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory  
  • Secondary sales (Retail Distribution) - Increase number of outlets, maintain high service level, drive visibility of assigned categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory  
• Prepare market execution plan (day-wise MJP) & submit weekly reports 
• Provide ground-level inputs for promotions, local activations & demand forecasting exercise 
• Demand forecasting – Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Regional Sales Manager about the territory  
• Timely review/ communication with DBs to maintain timely supplies. Real-time follow-ups with DBs for stock conversion, delivery  
• Co-ordination with Finance team for pricing issues, accounts settlement, claims management. Build and maintain strong relationships with decision-makers at stand-alone modern trade outlets.

What are the Critical success factors for the Role ?

• A graduate / post-graduate with 2 – 4 years of prior work experience in Institution channel in FMCG company
• Proven and deep knowledge of sales and distribution system for food services channel
• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation and evaluation of distribution health indicators  
• Knowledge of competitor mapping and benchmarking  
• Strong customer management/ business development skills