General Manager - Digital Enablement, GTM and Sales Capability

Tata Consumer Products; Bengaluru; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Tata Consumer Products, Bengaluru, is seeking a seasoned FMCG professional to lead development and implementation of infrastructure and distribution strategies with Central Channel Development and Regional Sales teams to align with business objectives.

The candidate should hold an MBA with 6–8 years FMCG experience, excel in cross-functional collaboration across Digital, Operations, Supply Chain, HR, Marketing and Shopper teams, and demonstrate strong analytical abilities and a data-driven

Qualifications

• MBA with 6–8 years of FMCG experience.
• Ability to work with cross-functional teams including Digital, Operations, Supply Chain, HR, Marketing and Shopper Teams.
• Strong analytical skills and data-driven decision making.

Responsibilities

• Drive Sales Efficiency for Urban and Rural markets.
• Develop Rural Infra – Sub-D Appointments, Rural Salesman Efficiency and cost.
• Drive Channel Programs to achieve numeric reach goals: Wholesale.
• Design and deploy Rewards/Training programs for Sales team.
• Engage distributors with incentive programs; analyze and improve efficiency.
• Monitor external/competition landscape using Nielsen metrics and best practices.

Skills

Cross-functional collaboration

Analytical skills

Stakeholder management

Market analysis

Education

MBA

Tools

Nielsen metrics

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: 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 requires Developing & Implementing the Infrastructure & Distribution Strategy for the regions in coordination with Central Channel Development Team and Regional Sales Teams aligning with Business objectives

What are the Key Deliverables in this role ?

• Drive Sales Efficiency: Both for Urban and Rural.
• Drive Rural Business: Overall Rural Infra – Sub-D Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed.
• Drive Channel Programs to Achieve Numeric Reach Goals: Wholesale

Customer Service

• Rewards/Recognition and training Programs for Sales team: Design and Deploy
• Distributor Engagement Programs, Incentive Programs for Field Force- Deploy, Analyze, Improve Efficiency and Delivery of Channel Goals.

Internal Processes

• Custodian of SND: Distributor Count, Super Stockist Count, SubD Count, Wholesale count and SAMT count.
• Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation.
• Infrastructure Deployment and Quality: Distributor Performance Efficiency.
• External/Competition Landscape Benchmarking: Nielsen metrics and competition – Best Practices - Mapping and adoption in Sales Processes, Infra Efficiency.

Innovation and Learning

• Monitor and assess competitor landscape regularly on price, strategy, strengths & weakness
• Provide on job coaching to Sales & Merchandising Force
• Conduct regular market analyses to monitor industry trends and competitor pricing effectively.

What are the Critical success factors for the Role?

• Ability to Work with cross Functional Teams-Digital, Operations, Supply Chain, HR, Marketing, Shopper Teams.
• MBA with 6-8 years of FMCG experience

What are the Desirable success factors for the Role?

• Prior Experience in Sales
• Comfortable with handling ambiguity and strong stakeholder management skills
• Strong Analytical Skills- Ability to Work on Data, correlate with Market Observations and identify gaps and plan and execute course of action.