Deputy General Manager - East Sales, RTD

Tata Consumer Products; Kolkata; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Tata Consumer Products is seeking a seasoned FMCG sales professional in Kolkata to strengthen our sales and distribution network for the RTD Value business. You will drive market execution, engage channel partners, and help build brand presence on-ground to capture market share.

In this role you will collaborate with cross‑functional teams to optimize stock, settlements, and trade programs while mentoring frontline sales teams and driving customer satisfaction.

Qualifications

• 7–10 years of FMCG experience, preferably in Beverages.
• Demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing & Channel Development skills.

Responsibilities

• Drive primary and secondary sales delivery for the assigned territory by ensuring achievement of volume, value, distribution, and market share objectives.
• Strengthen channel partner performance and expand distribution reach to improve outlet coverage and category penetration.
• Monitor sales trends, identify growth opportunities, and implement corrective actions to address business gaps.
• Ensure effective execution of trade programs, visibility initiatives, and commercial compliance across the territory.
• Develop and review market execution plans to ensure superior outlet servicing and customer satisfaction.
• Build strong relationships with distributors, key customers, and trade partners to drive business growth.
• Provide market intelligence, competitive insights, and demand forecasts to support business planning.
• Drive high service levels, product availability, and timely resolution of customer and distributor concerns.
• Analyze primary, secondary, and distribution metrics to derive actionable insights and improve territory performance.
• Ensure timely claim management, distributor settlements, and adherence to company commercial and financial processes.
• Collaborate with Supply Chain, Finance, CFA, and other cross-functional teams for stock management and market servicing.
• Lead the execution of business reviews, distributor performance evaluations, and territory governance mechanisms
• Build capability of front-line sales teams through coaching and field accompaniment.
• Foster a high-performance culture through performance reviews and continual feedback.
• Identify and implement best practices and innovative market initiatives.
• Develop a strong talent pipeline by mentoring team members and supporting succession readiness.

Skills

Sales

Distribution

Trade Marketing

Channel Development

Job description

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.

What are the Key Deliverables in this role?

• Drive primary and secondary sales delivery for the assigned territory by ensuring achievement of volume, value, distribution, and market share objectives.
• Strengthen channel partner performance and expand distribution reach to improve outlet coverage and category penetration.
• Monitor sales trends, identify growth opportunities, and implement corrective actions to address business gaps.
• Ensure effective execution of trade programs, visibility initiatives, and commercial compliance across the territory.

Customer Service

• Develop and review market execution plans to ensure superior outlet servicing and customer satisfaction.
• Build strong relationships with distributors, key customers, and trade partners to drive business growth.
• Provide market intelligence, competitive insights, and demand forecasts to support business planning.
• Drive high service levels, product availability, and timely resolution of customer and distributor concerns.

Internal Processes

• Analyze primary, secondary, and distribution metrics to derive actionable insights and improve territory performance.
• Ensure timely claim management, distributor settlements, and adherence to company commercial and financial processes.
• Collaborate closely with Supply Chain, Finance, CFA, and other cross-functional teams to ensure efficient stock management and market servicing.
• Lead the execution of business reviews, distributor performance evaluations, and territory governance mechanisms

Innovation and Learning

• Build capability of front-line sales teams through regular coaching, field accompaniment, and structured skill development interventions.
• Foster a high-performance culture through performance reviews, recognition, and continuous feedback.
• Identify and implement best practices, local market initiatives, and innovative approaches to improve business outcomes.
• Develop a strong talent pipeline by mentoring team members and supporting succession readiness within the territory.

What are the Critical success factors for the Role?

• 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

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