Lead – Profitability Strategy and Innovation

ABP Management Services Pvt. Ltd.; Gurugram District; On-site; INR 18,00,000 - 22,00,000; Full time

Job summary

A leading business consulting firm in Gurugram is seeking a Lead – Profitability Strategy and Innovation. This role involves driving profitable growth through the development of strategies to enhance sales profitability across various channels. The ideal candidate should have 8-10 years of experience in sales and channel management, excellent analytical abilities, and a Bachelor's degree in Business Administration or related fields.

Qualifications

• 8-10 years of experience in sales, channel management, or business development.
• Proven track record of success in driving sales profitability.

Responsibilities

• Conduct in-depth analysis of current sales performance.
• Develop and implement a comprehensive strategy to enhance sales profitability.
• Collaborate closely with sales, marketing, finance, and operations teams.

Skills

Strong analytical and problem-solving skills

Excellent communication, presentation, and interpersonal skills

Strong leadership and cross-functional team management skills

Strong project management and organizational skills

Strong business acumen and financial literacy

Education

Bachelor's degree in Business Administration

MBA preferred

Job description

Lead – Profitability Strategy and Innovation

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Lead – Profitability Strategy and Innovation

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Position Grade: Manager

Reporting to: Head – Sales Excellence and Analytics

Direct reports: None

Location: Prism Tower (extensive market visits required)

About The Role

The Lead - Profitability Strategy and Innovation will play a critical role in driving profitable growth for the business. This individual will lead the development and execution of strategies to enhance sales profitability across the entire channel network, ensuring sustainable and profitable business expansion.

Key Responsibilities

Develop and execute a sales profitability enhancement strategy:

• Conduct in-depth analysis of current sales performance, identifying key profitability drivers and inhibitors
• Develop and implement a comprehensive strategy to enhance sales profitability across all channels, including:
• Product mix optimization: Identify and prioritize high-margin products and drive sales of these products through targeted channel programs and incentives
• Price optimization: Conduct market analysis and price reviews to ensure optimal pricing strategies across different channels and customer segments.
• Cost optimization: Identify and implement cost-saving measures across the sales and distribution chain, such as optimizing logistics and reducing channel costs.
• Channel profitability analysis: Conduct regular analysis of channel profitability, identifying high-performing and underperforming channels.
• Continuously identify new opportunities and implement corresponding actions to improve front-end profitability across product lines
  
  

Drive Channel Excellence And Sustainable Growth

• Assess the strength of existing channel partners: Evaluate channel partner performance based on profitability metrics, identify top performers, and address underperforming channels
• Develop and implement channel-specific profitability improvement plans: Work closely with channel partners to develop and execute strategies to enhance profitability.
• Develop strategies to improve channel profitability extraction, including but not limited to up-selling opportunities, product basket strategies, etc.
• Identify and onboard new, high-potential channel partners: Explore and evaluate potential new channels with strong profitability potential.
  
  

Build And Maintain Strong Channel Relationships

• Develop and nurture strong relationships with key decision-makers at high priority channel partners.
• Contribute to designing of loyalty programs, incentive structures, etc. for channel, focused on profitability enhancement.
• Proactively identify and address channel partner needs and concerns related to profitability.
  
  

Collaborate With Cross-functional Teams

• Drive change management with the sales team, making profitability a key part of all sales conversations to ensure balancing of volume growth along with profitability targets
• Develop analytics tools to enable sales teams to get a view on profitability of their sales and make real-time sales decisions basis profitability impact
• Contribute to designing of salesforce incentive strategies to maximize sales profitability
• Collaborate closely with sales, marketing, finance, and operations teams to ensure seamless integration and alignment across all business functions.
  
  

Stay Abreast Of Industry Trends And Best Practices

• Continuously monitor industry trends, competitive landscape, and emerging technologies that may impact sales profitability and channel management.
• Stay informed about best practices in sales, marketing, and customer relationship management.
  
  

Qualifications

Experience required

8-10 years of experience in sales, channel management, or business development within the building materials / paints industry. Proven track record of success in driving sales profitability and enhancing channel performance.

Education

Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.

Skills

• Strong analytical and problem-solving skills
• Excellent communication, presentation, and interpersonal skills
• Strong leadership and cross-functional team management skills
• Strong project management and organizational skills
• Ability to work independently and as part of a team
• Strong business acumen and financial literacy
  
  

Key Competencies

• Strategic Thinking: Ability to develop and execute long-term strategies to enhance sales profitability.
• Financial Acumen: Strong understanding of financial statements, key profitability metrics, and cost-benefit analysis.
• Channel Management: Expertise in channel partner selection, development, and management with a focus on profitability.
• Sales Leadership: Proven ability to drive sales growth while maintaining profitability.
• Customer Focus: Deep understanding of customer needs and a strong commitment to customer satisfaction.
• Results Orientation: Driven to achieve sales and profitability targets and exceed expectations.
• Innovation: Ability to identify and implement new and innovative approaches to enhance sales profitability.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Other

• Industries

  Business Consulting and Services

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