Senior Area Sales Manager - Ludhiana, RTD

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 every day, Create future ready organization, 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

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
• 7-10 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