Function: India Sales

Location: Mumbai & Ahmedabad

Reporting To:  Business Head – Food Service

Dotted Reporting To: RSM

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 in building food services business across HORECA channel.  The role involves Strengthening our sales and distribution network, building our brand on ground and driving growth. The KAM will be responsible for building relationship with large accounts and driving  sales target through regular interactions with the assigned HORECA accounts.  It is in line with our objective to build a multi category FMCG company.

This job is at N-3 level (N corresponds to CEO’s level)

Top dimensions:

Geography: West

Direct reports: NA

Matrix Reports: NA

Type of Role: Individual Contributor

What are the Key Deliverables in this role?

Financial Outcomes

• Deliver topline & bottom-line targets in line with business goals in the accounts, onboard new FS accounts, drive activations across accounts & be responsible for P&L of the customers.

Customer Service

• Develop the annual account plan (JBP), sales & portfolio growth plan, new product launch plan and expense budgeting for the account / set of accounts in line with company business objectives.
• Ensure timely fulfilment & high fill-rate across HORECA channel

Internal Processes

• Drive the achievement of Volume and Value targets in FS channel.
• Build strong and sustained relationship with HORECA accounts through strong engagement
• Continuously monitor, report, and take appropriate action along with quarterly performance review (Internal team/Accounts)
• Ensure timely fulfilment & high fill-rate across FS channel in coordination with supply chain/logistics.
• Ensure high rate of account renewals with favorable terms of trade.
• Identify & onboard new national accounts and setup favorable terms of trade.
• Leverage existing relationship with accounts to drive proliferation of key brands across accounts.
• Design & implement various activation initiatives customized for different accounts (in-coordination with marketing team)
• Create & manage excellent business relationships in HO for all FS accounts and build a favorable company image in the FMCG Space.
• Ensure commercial hygiene for the account- finance meetings, claim release & settlement follow-ups & meetings.
• Track competition activities in the channel and counter actions.

Innovation and Learning

• Take on training new and current sales reps.
• Perform Innovation / NPD tracking - listing & business plan, Activation Plan (Customer Communication & Implementation)
• Liaison with Innovation center resources to customize product basis customer/account needs.

What are the Critical success factors for the Role?

• Proven & deep knowledge of sales & distribution system (preferred in FMCG space)
• Excellent networking, assertive communication & excellent stakeholder management skills
• Strong financial understanding - P&L, driving profitability, account reconciliation, ROI measures etc.
• An analytical mindset and methodical approach – extensive excel and business presentation skills.
• Acute attention to accuracy and detail.

What are the Desirable success factors for the Role?

• Understanding of data analysis and management
• Analytical and problem-solving abilities, with a focus on delivering actionable insights and innovative solutions.
• Good communication skills and stakeholder management capabilities
• Familiarity with the consumer goods industry and an understanding of its challenges and opportunities

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