Function: Sales

Location: Muzzafarpur

Reporting To: Senior ASM – North bihar

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, 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-5 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) : Cluster Head, Regional Sales Manager, Brand Teams, Logistics, Territory Sales Executives, TSO

What are the Key Deliverables in this role ?

Financial Outcomes

• Drive Rural Business expansion through both Superstockists,  SubD Network and Pragati DB
• Ensure clear communication, tracking and improvement in incentive Earning of TSOs and DSRs
• Anchor achievement of volume & value targets by Month, QTR & Year
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.

Customer Service

• Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed
• Drive best in class rural execution by leading TSO Team ; Drive LUP, Range Billing of Super stockist, SubD, Pragati DB
• Effective management of Super Stockists - Issue Resolution, Drive investment and Market Servicing
• Ensure adequate DSR Count /Master Mapping  Hygiene/Retailer Count/Route Count at Pragati DB
• Custodian of  Rural SND: Super Stockist Count, SubD Count, Wholesale, Pragati DB, Samruddhi Count- as per Annual Plans

Internal Processes

• Rural Network Expansion: Track Village Coverage by POP CLASS- Expand Coverage in 20K-50K, 10K-20K, 5K-10K POP Group
• Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation
• Infrastructure Deployment and Quality: Pragati  Distributor Performance Efficiency; Total Lines Sold, Bills Productivity in Pragati Markets
• Super-stockist and Sub D range Billing efficiency, Pragati DB Range billing Efficiency

Innovation and Learning

• Effectively engage & motivate field force with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

What are the Critical success factors for the Role ?

• Graduate/Post Graduate
• 4-10 years of relevant work experience
• Have demonstrated ability to deliver commercial value with strong Sales & Distribution
• People management skills to handle indirect sales force

What are the Desirable success factors for the Role ?

• Proven and deep knowledge of sales and distribution system
• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators

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