Function: Sales Enabling Organization

Location: Bangalore

Reporting To: General Manager Urban GTM

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 Strengthening & Accelerating our core business. The role is responsible for driving channel specific strategies to ensure best in class GTM across channels in collaboration with the GT sales team.

This job is at N-4 level (N corresponds to CEO’s level)

Top dimensions:

Geography: India

Direct reports: 0

Matrix Reports: NA

Type of Role:  Individual Contributor

Primary Stakeholders (Optional): 

India Sales, Packaged Beverages Marketing Teams, Demand Planning Teams, Sales Finance Teams

What are the Key Deliverables in this role ?

Financial Outcomes

• Drive and track Urban MUOB performance to improve productivity and business output
• Manage DSR Split Line subsidy calculations, working files, spend control, timely disbursal, and trend analysis for Urban GTM.
• Manage Distributor ROI, including trend analysis, timely subsidy disbursement, payout analysis, and identifying opportunities to optimize/reduce payout.

Customer Service

• Track and review Range Billing in Distributors to improve urban efficiency.
• Review city-level split line performance, including overall value, lines sold, range billing, and NPD performance.
• Drive Hero DSR execution, including route mapping, beat planning norms, city-level execution, performance tracking, and range billing performance.

Internal Processes

• Conduct Distributor Evaluation, performance tracking, and distributor classification
• Drive and review Split DB performance.
• Execute DSR route mapping and outlet mapping to routes, ensuring deployment of norms across 100% distributors, including tracking Value/DSR and MUOB/DSR.

Innovation and Learning

• Lead DSR Split Line project execution, including DSR onboarding training and performance tracking at DSR, category, and outlet level.

What are the Critical success factors for the Role?

• 4-5 years of relevant work experience in reputed FMCG organisations
• Proven experience in managing Sales Transformation initiatives
• Strong FMCG sales functional knowledge

What are the Desirable success factors for the Role?

• Comfortable with handling ambiguity and strong stakeholder management skills
• Excellent excel & PowerPoint skills

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. 17,811 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com