General Manager - Digital Enablement, GTM and Sales Capability

Tataconsumer; Bengaluru; On-site; INR 3,500,000 - 4,500,000; Full time

Job summary

Tata Consumer Products Ltd. is seeking a General Manager - Digital Enablement, GTM and Sales Capability in India. The role focuses on building and implementing the infrastructure and distribution strategy across regions in line with central and regional sales teams.

Key capabilities include MBA-level strategic thinking, cross-functional collaboration, and strong stakeholder management to drive growth and efficiency in FMCG channels.

Qualifications

• MBA with 6-8 years FMCG experience.
• Strong ability to work with cross-functional teams.
• Excellent stakeholder management and analytical skills.

Responsibilities

• Drive sales efficiency for urban and rural markets.
• Lead Rural Infra – Sub-D Appointments, Rural Salesman efficiency and costs.
• Design and deploy channel programs to achieve reach goals.
• Collaborate with India Sales, Packaged Beverages Marketing, Demand Planning and Sales Finance.
• Monitor competitor landscape and market trends; coach field teams.

Skills

Cross-functional leadership

Stakeholder management

Analytical skills

Education

MBA

Job description

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General Manager - Digital Enablement, GTM and Sales Capability

Designation
General Manager - Digital Enablement, GTM and Sales Capability

Job Description

Tata Consumer Products Ltd.

About the Job: General Manager - Digital Enablement, GTM and Sales Capability

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: 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.

MD & CEO

MD & CEO

Where do you come in as?

VP & Head – Sales Transformation & Channel Development

General Manager - Digital Enablement, GTM and Sales Capability

President & Head – India Sales

This job is at N-3 level (N corresponds to CEO’s level)

Geography : India

Direct reports: NA

Matrix Reports: NA

Type of Role: Individual Contributor

Primary Stakeholders (Optional):

India Sales, Packaged Beverages Marketing Teams, Demand Planning Teams, Sales Finance Teams

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.

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 and mini meals. 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 and Tata Soulfull. 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