Function: General Trade, India Sales

Location: Bangalore

Reporting To:   Cluster Head – South 2

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 Strengthening & Accelerating our Core Business. The role involves leading Foods Quality Assurance for all manufacturing facilities; own units as well as 3p operations; developing & managing vendors, periodic audits, inspection and testing for Foods products. Specification management, product and process risk assessment. QFS and compliance management for SAP Release Control, product manual and protocol set up.

Where do you come in as?                           

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

Top dimensions:

Geography: India

Direct reports: NA

Matrix Reports: NA

Type of Role:   Individual Contributor

Primary Stakeholders (Optional):    Brand Teams, Logistics Teams, Shopper Marketing, Channel Development, Territory Sales Executives

What are the Key Deliverables in this role?

Financial Outcomes

• Develop the Sales & Distribution (Go-To-Market) strategy for the region in conjunction with Shopper marketing teams to enable best-in-class Market & Outlet coverage & weighted distribution for TCPL Brands. Constantly engage with the regional field teams to ensure timely and quality execution of the same.
• Develop & Implement the Sell-Out strategy -Create compelling brand connections with shoppers at the point of purchase: Deliver best-in-class brand campaigns at the point of purchase. Activate relevant / multiple touchpoints in store so that the brand engages and wins with target shoppers. This requires
  • Work in sync with shopper/brand teams to create powerful activation platforms
  • Lead by innovation to increase brand prominence amongst target shoppers in the region.
  • Develop a POP vision that drives brand & category messaging and brings alive brand imagery in-store
  • Design programs and oversee plans that motivate or create excitement in regions including distributor sales team (i.e. sales off-site, sales launch, incentives for a Sales team, conventions, and team building activities)
• Drive Productivity improvement initiatives to facilitate higher productivity at front line through Measurement & Incentivization of relevant metrics (Strategy for Sell-In).

Customer Service

• Effectively partner with region head, brand team, shopper team to plan & roll out sales forecasting for respective regions.
• Develop and Implement the Top Outlet strategy for the organization both in Grocery Retail, SAMT and Wholesale.
• New product launch / Exclusive SKU’s for the channel: Build robust plans for all NPD’s / exclusive Channel SKU’s with key focus on retail planning basis.

Internal Processes

• Investigate & integrate relevant facts and insights for Business Intelligence/Analytics to identify growth opportunities.
• Plan, Control and Efficiently Deploy budgets for brand building activities.

Innovation and Learning

• Benchmark best practices in Industry and competition and constantly Innovate to improve Sales systems and processes systems to enable higher efficiency and productivity. Leverage technology solutions to further enhance the same.
• Business Intelligence/Analytics: Investigate & integrate relevant facts and insights (Shopper, Customer & Channel) to identify Category/Brand growth opportunities.

What are the Critical success factors for the Role?

• MBA/ Similar degree
• 8-10 years of relevant work experience
• Experience of working in an organization where Sales Automation and analytics is matured.
• Experience in GT sales is must and exposure to Trade Marketing/Shopper marketing role is desirable.

What are the Desirable success factors for the Role?

• Shows proficiency in planning, controlling, and efficiently deploying budgets for brand-building activities.
• Exhibits creative thinking in developing and implementing strategies
• Demonstrates agility in adapting and refining the Sales & Distribution strategy based on evolving market trends and consumer behaviors.

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