Function: General Trade, India Sales

Location: Chennai

Reporting To:   Director and Cluster Head

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-3 level (N corresponds to CEO’s level)

Top dimensions:

Geography: India

Direct reports: 7-8

Matrix Reports: NA

Type of Role:  People Manager

Primary Stakeholders (Optional):   Shopper Marketing, Brand, Integrated Operations, Finance, and HR

What are the Key Deliverables in this role?

Financial Outcomes

• Drive profitability for the region by focusing on P&L, deliver on revenue targets and process parameters and drive business from new categories.
• Anchor sales action planning/review (forecast), action implementation and drive communication in the region to enable delivery of sales revenue and market share goals for the region in line with the agreed cycle plan.

Customer Service

• Lead and drive best-in-class market execution, partnering with the shopper marketing team.
• Maintain and broaden the customer base by cultivating and nurturing relationships with crucial customers and identifying new opportunities for growth.
• Engage with trade partners to deliver business results and ensure sustained growth in the region.

Internal Processes

• Develop GTM strategy including distribution strategy, market segmentation, value proposition, product messaging, market intelligence, sales plan, tech enablement, channel focus initiatives, schemes, and growth plans for the region in line with business strategy.
• Identify gaps in distribution / GTM in region (through market intelligence and competitive benchmarking with other FMCG cos) and develop strategy to effectively reduce these gaps, working closely with the sales transformation team.
• Analyze sales trends in the region - by DB, stockist, brand, SKU etc. to ensure continued growth and take corrective action where required in collaboration with shopper marketing and brand teams.

Innovation and Learning

• Gather competitive intelligence to ensure competitive pricing of all products, stay abreast of market trends, competition in BTL and respond swiftly by collaborating with the brand/shopper team.
• Drive adoption and utilization of digital tools and technologies across the sales team.
• Build, retain and groom front end sales team to deliver on business goals.

What are the Critical success factors for the Role?

• MBA with 8-12 years of relevant work experience in reputed FMCG companies.
• Significant team management experience at large business scale/category/geography.

What are the Desirable success factors for the Role?

• Proven experience in driving sales and distribution strategy in India.
• Experience of having worked in at least 2 geographies in India in sales leadership roles.
• Experience of working in an organization where sales automation and analytics is matured.
• Experience in Trade marketing/ Sales Capability / Alternate Channels besides GT sales could be an added advantage.