Function: Sales

Location: Madurai

Reporting To: General Manager - South

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: Strengthen core & accelerate our growth business, Build on new opportunities, Drive execution excellence everyday, Create future ready organisation, Drive Digital and Innovation and Embed Sustainability.

This job opportunity closely aligns with one of these key strategic pillars, which is Strengthen & Accelerate core business and Unlock Synergies. The role involves Strengthening our sales and distribution network for the RTD Value business, building our brand on ground, engaging channel partners, drive market execution, gain 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- 4 level (N corresponds to CEO’s level)

Top dimensions:

Geography: India

Direct reports: 3

Will this job require travel (Y/N): Y

Matrix Reports: NA

Type of Role: People Manager

Primary Stakeholders (Optional):  Zonal Head, Brand Teams, Supply Chain, Tech Ops , TSO

What are the Key Deliverables in this role?

Financial Outcomes

• 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
• Prepare market execution plan (day-wise MJP) & submit weekly reports
• Provide ground-level inputs for promotions, local activations & demand forecasting exercise

Internal Processes

• 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 
• Build capability - Capability building 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 
• 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 pricing issues, accounts settlement, claims management.
• Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.
• Innovation and Learning
• Effectively engage & motivate field force (CE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

What are the Critical success factors for the Role?

• MBA/ Similar degree
• 4-6 years of FMCG work experience preferably in Beverages
• Have demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing & Channel Development skills
• Team management experience

What are the Desirable success factors for the Role?

Experience of working in an organization with mature processes around Sales Automation and Analytics

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, mini meals, herbal supplements and vending business. Few of 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, Tata Soulfull, Organic India and Chings.  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. 20,290 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com