Business Manager

Function: Sales

Location: Greenford, UK

Reporting To: Senior Business Manager, Grocery

 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 two of the key strategic pillars, Strengthen Core & Accelerate Growth Business’ and Drive Execution Excellence Every day. The role involves supporting the Senior Business Manager to achieve the agreed commercial, volume and trading objectives through the development and implementation of appropriate sales strategies across a Top 4 account. This role also carries significant responsibility for the implementation and optimum distribution of relevant new products launched by the business.

Top dimensions : 

Geography: UK

Direct reports: NA

Complexity of the role (Optional) : UK Based role

Matrix Reports : NA

Type of Role : Individual contributor

Primary Stakeholders (Optional) : Commercial Teams

What are the Key Deliverables in this role? 

Financial Management

• Supporting the Senior Business Manager of a Top 4 Grocery account, worth up to c£30m in annual Revenue
• Full P&L management of additional Grocery/Discounter accounts
• Effective management & administration of budgeted trading investment
• Ability to evaluate and demonstrate the financial impacts of a proposal / decision
• Management of cost prices
• Customer account profitability
• Accrual management
• Constant and rigorous ROI analysis

Trading Strategy & Customer management

• Understand Ecommerce, and how to get the best return and benefit from this growing channel
• Budget, plan and Implement a Shopper Marketing plan within the specified accounts
• Support the implementation of an account specific trading strategy which is aligned to the current & projected trading environment as well as customer & competitor strategies.
• Support with the development, agreement and implementation a JBP which relates to the trading strategy
• Maintain regular contact with relevant Buying teams, specifically the assistant buyers of the bigger accounts, ensuring they understand company goals, structure & market performance and aid the development of positive trading initiatives, which will be implemented by their teams & yourself with support from relevant cross functional Tata Consumer Products (TCP) teams.
• Resolve issues of a day-to-day nature as they arise or provide recommendations to the Senior Business Manager should there be a need to escalate to achieve resolution
• Full P&L / Account Management responsibility for a specified number of accounts where you will need to Conduct multi-level negotiations. To include areas such as margin requests, Cost of goods (COG) discussions, increased investment & promotional strategies
• Obtain useful information on customers, competitors, market, personnel etc & feedback to relevant TCP personnel
• Have a detailed understanding of your customers business & use this understanding to achieve targets
• Support a strategic business development agenda that moves the focus away from tactical trading.
• Represent TCP at relevant customer trade briefing events
• Use growth of category / overall profitability arguments to develop category
  initiatives which suppress constant trade demands for improved margin

Market Management

• Ensure all key trade personnel understand the marketing & trading strategies
• Know, understand and be able to articulate marketing / trading strategies outside of your own category to be seen as an authoritative voice on “markets”
• Prepare & condition the market for pricing moves when required
• Maintain relevant relationships in other FMCG companies to gain information to enhance business understanding of customer / market trends
• Use the Customer Marketing Team to deliver market insight to the account to help deliver incremental sales for both Tetley and the account.

Promotional Management

• Structure a fiscal promotional matrix by brand / pack size / account trading period within the constraints of a budget
• Achieve a step change in account support that will leverage volume and market share benefits for our brand
• Ensure all promotions are reviewed within the defined process, providing key learning to aid decisions on future strategy
• Use category and commercial rationale to influence the accounts promotional strategy to deliver the best return for Tetley
• Work with the accounts commercial and logistics teams to ensure that promotional volumes are reviewed and correctly forecasted

 What are the Critical success factors for the Role?

• Experience of account management in a sales/commercial role within the UK Retail Market
• Ideally educated to degree level
• IT literate with excel skills
• Full UK driving licence
• Proven high achiever with potential for future career growth
• Understanding of retail business, contemporary business management concepts
• Category Management, Efficient Consumer Response
• Commercial awareness
• To be Implementation centric 
• Excellent communication and presentation skills
• Ability to demonstrate highly effective negotiation and influencing skills
• Ability to create excellent working relationships at all levels
• Highly motivated, with a can-do attitude & growth mindset
• Results oriented, fast learner with high energy levels

What are the Desirable success factors for the Role?

• The Industry, its people and how to make a difference 
• Winning - Collectively delivering goals with and through others
• Your business attitude, autonomy accountability and empowerment
• Embracing Change and Challenge - nothing stands still and there is always an alternative way.

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. 13,783 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com