Function: Sales

Location: Chennai

Reporting To: Sr Metro Area Sales Manager – Chennai

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 involves Strengthening our sales and distribution network, building our brand on ground, engaging channel partners, drive market execution, gan market share. It is in-line with our objective to build a multi category FMCG company.

Where do you come in as?                            

This job is at N-5 level (N corresponds to CEO’s level)

Top dimensions :

Geography: India

Direct reports: NA

Type of Role : Individual Contributor

What are the Key Deliverables in this role ?

Financial Outcomes

• Drive Primary & Secondary Sales in the territory in line with the business objectives of the company.
• Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory.
• Secondary sales (Retail Distribution) – Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory.

Customer Service

• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.
• Prepare market execution plan (day-wise MJP) & submit weekly reports.
• Provide ground-level inputs for promotions, local activations & demand forecasting exercise.

Internal Processes

• Demand forecasting – Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory.
• Claim management - Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines.
• Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery.
• Co-ordination with Finance team for accounts settlement and claims management.

Innovation and Learning

• Build capability of the indirect sales force by communicating and reviewing their delivery against expectations and enhancing their sales skills by conducting market work with them & regular training.

What are the Critical success factors for the Role ?

• Proven and deep knowledge of sales and distribution system
• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators
• Knowledge of competitor mapping and benchmarking
• People management skills to handle indirect sales force

What are the Desirable success factors for the Role ?

• A graduate / post-graduate with 2 – 8 years of prior work experience in a consumer goods sales environment in a frontline sales role
• Experience of working in an organization with mature processes around Sales Automation and Analytics