Pidilite - Branch Manager - Sales

Job Title: Branch Manager - FMCG Retail Sales
Job Location: Chennai
Experience: 3 - 6 Years
Industry: FMCG (Stationery / Art & Craft Products)
Qualification: MBA (Full-time Mandatory)
Languages: Tamil, English, Hindi
Key Responsibilities:
- Achieve sales targets across products (Core, Focus, PUL, YP, Rest), TSI TTY-wise, WSS TTY-wise in both value and volume terms.
- Implement and monitor range selling targets using the RSI module.
- Identify critical issues impacting branch performance and resolve them proactively.
- Manage WSS (Wholesale Stockists): appointment, onboarding, performance monitoring, training, working capital management, compliance, and discontinuation as per policy.
- Ensure optimal working capital deployment by WSS and timely submission of all claims and reports.

- Build and maintain strong relationships with dealers to enhance reach, resolve grievances, and improve policy benefit distribution.
- Execute key dealer programs and dealer relationship management strategies.
- Ensure retail visibility through shop board execution and merchandising activities as per BTL plans.
- Manage people effectively: coach TSIs, monitor performance, conduct regular reviews, and implement engagement initiatives.
- Plan for manpower gaps and ensure territory coverage during attrition or vacancies.
- Communicate, execute, and settle schemes in the market effectively.
- Conduct market visits for direct insights, end-user feedback, and competition intelligence.
- Drive competition-fighting strategies including monitoring competitor activities and executing consumer connect initiatives.
- Collaborate with Field Marketing for cluster BTL objectives, product launches, and promotional campaigns.
- Manage inventory disposal of undesirable stock categories within stipulated timelines (Urgent Sell, Must Sell, Partially Damaged, Discontinuation).
- Prepare and submit timely reports to Head Office and escalate unsolvable market issues.
Skillsets Required:
- Strong knowledge of FMCG / Retail Sales environment, preferably in Stationery or Art & Craft products.
- Hands-on experience in WSS and Dealer Management.
- Ability to analyze market data and drive actionable insights.
- Team management skills with the ability to coach and mentor TSIs.
- Strong negotiation and interpersonal skills.
- Understanding of working capital management principles.
- Excellent communication skills in Tamil, English, and Hindi.
- Problem-solving ability and decision-making mindset.
- Good command over commercial policies and compliance requirements.
- Ability to handle market dynamics, pressure, and fast-paced environment.
- Computer proficiency (Excel, ERP systems).