Function: India Sales

Location: Mumbai

Reporting To: NKAM – National Accounts

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 is responsible for managing and growing the relationship with Reliance Retail in the modern trade channel. This role focuses on driving sales, negotiating contracts, ensuring smooth operations, and implementing strategic plans to maximize business potential with Reliance.

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

What are the Key Deliverables in this role?

Account Management

• Develop and maintain strong relationships with key stakeholders at Reliance Retail for foods category
• Serve as the primary point of contact for all business-related discussions with Reliance.
• Understand Reliance’s business model, goals, and category requirements to align strategies effectively.

Sales and Revenue Growth

• Drive sales growth and achieve revenue targets for products listed with Reliance in foods category
• Identify and capitalize on opportunities for category expansion and increased product penetration.
• Develop and execute joint business plans (JBP) to ensure long-term growth

Negotiations and Agreements

• Lead annual negotiations on pricing, margins, and trade terms with Reliance.
• Ensure compliance with agreed-upon terms and resolve disputes amicably.
• Manage promotional budgets and ensure ROI from marketing activities within Reliance stores.

Operational Excellence

• Monitor stock levels and ensure product availability across Reliance outlets.
• Collaborate with supply chain and operations teams to minimize stockouts and overstock situations.
• Coordinate with the merchandising team to maintain product visibility and effective in-store execution

Market and Competitor Analysis

• Track and analyze sales performance, identifying areas for improvement.
• Monitor competitor activities and market trends to suggest proactive measures.
• Provide data-driven insights to management to inform decision-making

Promotions and Activations

• Plan and execute category-specific promotions, offers, and in-store activations.
• Evaluate the performance of promotional activities and refine strategies for better outcomes.

What are the Critical success factors for the Role?

• Bachelor’s degree in Business Administration, Sales, or a related field (MBA preferred).
• 3-5 years of experience in key account management, preferably in modern trade.
• Strong understanding of modern trade operations and retail dynamics.
• Proven experience working with large retail chains, especially Reliance, is a plus.
• Excellent negotiation, communication, and relationship-building skills.

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. 15,206 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com