• National Head Sales Route To Market Go To Market FMCG IIM FMS MDI ISB Jobs in Mumbai,India - 24759651

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  • 8 - 18 Years
  • Posted : above 1 month

Job Description:

National GTM/RTM Head - Sales - FMCG - IIM/FMS/MDI/ISB (8-18 yrs)

Key Duties and Responsibilities


- Develop an RTM Roadmap aligned to the Country Sales growth initiatives

- Ensure alignment with the channel partners on integrated RTM model and driving RTM execution

- Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure

- Alignment of RTM initiatives roll-out with Territorys priorities in collaboration with AM/RMs

- To lead the implementation & transfer of best practices in RTM across territories

- To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements


- Channel Analytics

- Understanding of Nielsen Data and building the RTM strategy based on the key observations

- Analyze information and insights against Key Performance Indicators at a Territory level

- Propose goals and KPIs for distributor activities and track ongoing results at a Territory level

- Recommendation of remedial actions needed for Distribution / Distributor underperformance

- Support Distributors adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems

- Define Distribution requirements & structure (eg warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel

- Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives

- Drive continuous business improvement in the secondary sales tooptimize cost efficiencies


- Assess training needs at distributor level and provide input to trade development team

- Provide insight & make recommendation to ensure optimum distributorsorganizational structure

- Drive the development of Incentive schemes directed to Distribution Field Force and growth


- Has an intimate knowledge of distributor business model and financial insights

- Develop effective working relationship with distributors, suppliers and key trade partners

- Develop a close working relationship with Sales Managers to better understand their markets

Job Specific Competencies

- Understanding of distributor / FMCG operations environment

- Detailed understanding of the tire/auto business in terms of logistics, distribution, sales and channel

- Experienced in Sales & Route To Market strategy to achieve Picture of Success at the outlet

- Distributor management, Channel Knowledge & Dynamics

- Strong interpersonal skills & ability to work across functional boundaries

- Analytical skills and planning ability

- Strong Communication & Negotiating skills

Job Complexities

- Align the capabilities of Companys sales force and the capabilities of our channel partners

- Motivate distributors to invest the resources and develop the capabilities required for RTM success

- Play a strong advisory role to the distributors and guide them on key tools

- Steward the overall Distribution health of the distributor system

Profile Summary:

Employment Type : Full Time
Salary : Not Mentioned
Deadline : 02nd May 2020

Key Skills:

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