Sales and Marketing Head

Job Description : SALES AND MARKETING HEAD INDIA 20+ years experience Location- Mumbai Position Name : Head - Sales & Marketing (B2C) Function : Marketing Other Function : Head - Sales & Marketing- B2C Business & Position Overview Godrej Interio is one of the largest business of Godrej and Boyce Mfg. Co. Ltd. Godrej Interio, with 3 brands – Godrej Interio, Script and U&Us and Godrej Interio in B2B is India’s largest furniture brand in home and institutional segments with a strong commitment to sustainability and centers of excellence in design, manufacturing and retail. It has presence in over 430 cities with 52 company owned stores and over 800 dealers, Led by the largest in-house design team in the country in the furniture category and awarded with 34 India Design Mark Awards till date, Godrej Interio aims to transform spaces with its thoughtfully designed furniture to create brighter homes and offices with products that have the highest design quotient in aesthetics, functionality and technology. With consistent pursuit of excellence and a special focus on health and ergonomics, the product portfolio of Godrej Interio Business comprises a massive range in the home, office and other specialized applications. The brand boasts of noteworthy awards received so far- CII Exim Bank Award for Business Excellence 2016, Asia’s most admired brand 2016, Superbrands 2017-18, Reader’s Digest Most Trusted Brand 2018 Gold (Home Furniture) and Reader’s Digest Most Trusted Brand 2018 Gold (Modular Kitchens). Job Profile Key Result Areas 1.Business Planning and Delivery of Results 2.Brand Development and Communication 3.Product and Innovation Management 4.Sales and Channel Effectiveness 5.Customer Experience Management 6.Talent Development 7.Compliance with Statutory & Company-wide policies and initiatives Job Description 1. Business Planning and Delivery of Results: a. Develop a robust business strategy using The Godrej Way for the B2C vertical of the business. b. Analyse competition – online and offline and conduct global benchmarking at the product and the solution level and feed the information into the strategic planning process. c. Be the champion of the customer’s voice, using formal, structured sources of consumer insights, in the strategic planning process. d. Develop strategy for increasing addressable market size e. Consequently, frame relevant business objectives such as: i. Revenue and profitability of each of the brands ii. Revenue per salesperson, per geography, per type of channel and per product iii. Market penetration in each of the relevant markets iv. Market share by towns, by brands, by Line of Business (storage furniture, kitchen) v. Working Capital Management with emphasis on inventory levels per warehouse & overall vi. Vitality (Share of new products in total revenue) vii. Brand metrics – awareness, consideration, preference, advocacy and associations viii. Profitability (EBITDA and EBT as a percentage of revenue) for each of the brands ix. Channel metrics - reach, extraction, sales per square feet, same-store sales growth, etc. f. Develop a granular strategy execution plan and monitor the same to drive results on the relevant business objectives. 2. Brand Development and Communication: a. Develop an insight-led brand strategy and secure buy-in for key choices in the brand strategy, especially choice of consumer and guiderails for brand expression, in alignment with the Godrej Masterbrand. b. Manage the portfolio of brands to deliver on the overall B2C revenue and profitability objectives. c. Define the marketing budget and institutionalize a system for monitoring and reporting on the same. d. Co-ordination with Head of Communication & Marketing to develop creative briefs to inform innovation, communication development, retail experience design & activation. e. Jointly approve with Head of Communication & Marketing, material such as advertisements on various media, retail experience design, digital marketing activities, exhibition kits, selling aids, brochures, lifestyle magazine advertising, etc. and activation platforms. f. Measure & improve on brand-business metrics. 3. Product and Innovation Management: a. Lead a structured approach towards the gathering of insights – consumer, trade and competition. b. Identify gaps in the product portfolio and take data-based decisions (including sourcing of traded products) to address the same, if required by the strategic plan. c. Jointly lead the innovation process for new product development along with the Head of Design. d. Approve sales forecasts that feed into the supply chain management process. e. Continuously gather and monitor customer usage patterns, pain points and other feedback so that product upgrades / rectifications and improvements to retail experience can made in a timely manner. 4.Sales and Channel Effectiveness: a. Manage the portfolio of channels – traditional as well as online, owned as well as partnered – to deliver the desired sales and profitability objectives. b. Improve reach and extraction across key markets. c. Formulate sales policy (pricing policy, channel strategy, trade discounts & incentives, etc.) d. Develop and nurture a highly motivated & trained sales team e. Formulate Sales Incentive Scheme to incentivize delivery of secondary sales revenue targets. f. Be the nodal authority for all IPR violations seen in the marketplace. 5. Customer Experience Management: a. Lead the innovation and improvement process for service delivery and an all-round outstanding experience of the brand, especially at the retail store and during delivery / installation of the purchased products. b. Lead the process of understanding the customer decision making journey & usage cycle. c. Develop and implement actions plans to enhance the customer’s experience of our brand across all critical touchpoints. d. Measure and continuously improve store experience. e. Develop, implement and continuously improve after sales service delivery. f. Develop and institutionalize the ongoing measurement of customer satisfaction / advocacy (both online and offline) so that it provides a feedback to improve customer experience re-design. g. To lead the digitization program for enhancing consumer experience. 6. People & Talent Management: a. Nurture an environment where people work together, feel free to express themselves and learn from each other through the diligent deployment of The Godrej Way (Planning for Execution). b. Identify critical roles within the LOB and ensure that they are staffed by employees who have met the criteria of ‘talent’. c. Develop individual development plans for direct reports and review progress periodically. d. Build a team that values and rewards accountability that is, in turn, enabled by empowerment. e. Develop measures to gauge managerial productivity and monitor the same. 7. Compliance with Statutory & Company-wide policies and initiatives: a. Provide active support to all company – wide processes and initiatives such as Safety, Business Excellence, CII Clusters, IMS, CSR, Archives, etc. b. Understand and ensure compliance with all statutory requirements. c. Build strong relationships with external stakeholders such as government & regulatory bodies. d. Support the Business Head in their endeavor to be the ‘Voice of their Industry’. Requisite Qualifications Essential Graduate in any discipline with a Post Graduate qualification in Business Management Preferred Post Graduate qualification in Business Management Requisite Experience Essential - Minimum 20 years of work experience with proven expertise in the management of product portfolio, brands and channels at a senior management level. - Out of total work experience at least 5 years or more in handling E band responsibilities Preferred Candidates with experience of product life-cycle management and retail operations and capability to handle start-up brands and large retail operations in a competitive environment. The job holder should have experience in handling senior positions in consumer marketing with experience in brand management, brand development, a proven track record in driving revenues and profits using innovation besides experience to Sales and Sales force management. The candidate should have managed brands/ categories/ LOBs of revenues of Rs 500 CR.

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