Function: Sales-Value Business

Location: Bangalore

Reporting To: Associate Director – Sales Capability Development and Transformation, RTD

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 Strengthen & Accelerate core business and Unlock Synergies. The role involves Strengthening our sales and distribution network for the RTD Value business, building our brand on ground, engaging channel partners, drive market execution, gain market share. It is in-line with our objective to build a multi category FMCG company.

This job is at N-4 level (N corresponds to CEO’s level)

Top dimensions :

Geography: India

Direct reports: 0

Matrix Reports : NA

Type of Role : Individual contributor

Primary Stakeholders (Optional) : Zonal Head, Brand Teams, Supply Chain, Tech Ops , TSO

What are the Key Deliverables in this role ?

Financial Outcomes

Productivity Improvement of TSOs, TSEs & TSMs:

• Help design an Effective & Efficient Daily Productivity Tracker that can be used for designing interventions towards a. Capability development, b. Reward & Recognition programs & c. Incentive payout.
• Help each TSO/TSE a. decide key short-term priorities, b. design effective PJPs and Month Plan, and c. improve adherence level.
• Help improve Sales Leaders' key capabilities: a.Territory, Coverage Plan & Inputs Design b. Effective Weekly/Monthly Progress Reviews.
• Customer Service
• Improve Engagement Level and Sharpen Key Capabilities of TSOs & TSEs
• Make sure that Targets are Fair & given on Time and backed by Frequent Updates to improve achievement level (Count, Instances & Amount)
• Help identify key skill gaps for below average performers (bottom 20%). Design interventions at both the team and the individual level. Help improve consistently through OJTs.
• Help build Org. level capabilities (best in the industry) to effectively launch and expand new products, focus packs & future growth drivers.
• Help Zonal Heads design & execute monthly & quarterly engagement activities, along with structured reviews rhythm in place.
• Internal Processes
• Share Actionable Insights and Ground Truths from the field to grow Revenue & Market Share to Business Head & select LTs & ELTs.
• Innovation and Learning

         Build the Cross-functional Soul by designing and leading multiple, short-term, small group projects on a. expansion, b. cost         

         consciousness c. share of visibility improvement,  d. distributors’ ROI improvement etc.

What are the Critical success factors for the Role ?

• MBA/ Similar degree
• 4-6 years of FMCG work experience preferably in Beverages
• Have demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing & Channel Development skills
• Team management experience

What are the Desirable success factors for the Role ?

• Experience of working in an organization with mature processes around Sales Automation and Analytics

TCPL Growth Mindset and Behaviors

We are obsessed about keeping Consumers & Customers first in our hearts – that’s why we are here !

We are trailblazers in executing with Excellence … Together as One Team !

We take Ownership of our business …delivering value for our Stakeholders .. no Compromises !

We are Open to Continuously improving … Continuously innovating … For Better !

We live & breathe our Tata Code of Conduct

About Us: At Tata Consumer, we stand ‘For Better.’

Tata Consumer Products is a focused consumer products company uniting the principal food and beverage interests of the Tata Group under one umbrella. Our brands embody our purpose of ‘For Better ‘through the value they deliver to consumers with a focus on innovation, health and wellness, convenience and premiumisation. The Company’s portfolio of products includes tea, coffee, water, RTD, salt, pulses, spices, ready-to-cook and ready-to-eat offerings, breakfast cereals, snacks and mini meals. Our key brands include Tata Tea, Tetley, Eight O’Clock Coffee, Tata Coffee Grand, Himalayan Natural Mineral Water, Tata Copper+ and Tata Gluco+, Tata Salt, Tata Sampann and Tata Soulfull.   In India, Tata Consumer Products has a reach of over 200 million households, giving it an unparalleled ability to leverage the Tata brand in consumer products.

The Company has a consolidated annual turnover of ~Rs. 15, 206 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com