Trade Marketing Head

Job Description : HEAD TRADE MARKETING EDIBLE OILS INDIA 12-15 years experience The Head - Trade Marketing and Sales Development Manager is part of Global Edible Oils and Solutions (GEOS) India Extended Leadership Team. The role is: - The Chief architect of GEOS Route to Market and Channel Development Strategy for all channels & geographies & - Leads the Integrated Business Planning Process for all product categories / channels The incumbent leads the Project Management Office for strategic projects within GEOS Sales. This position focuses on bringing an outside-in perspective and f driving capability and execution excellence. The position also leads the efforts in Sales Automation and Analytics. Principal Accountabilities: Business Planning & Strategy - 20% - Lead team of Trade Marketing Managers and Collaborate with Marketing to Own Brandwise | Statewise | Seedwise AOP Volume Plans - Be the Chief Architect and own the State | Segment | Channel | Retail Environment based RTM Strategy for GEOS along with Consumer Marketing, National and Regional Sales Leadership - IBP owner from Sales for All Categories and GEOS [SMAG and Demand Review for RBO Business]. Coordinate Commercial Gap closing plans across functions and align with LT - Devise 24 month Channel Strategy to develop Channels of responsibility in coordination with Sales Leadership - Develop deep analytics based understanding by synthesizing Internal and External data pertaining to RTM, GT & MT Sales,Trade Marketing and identify right interventions to enable growth PMO: Business Projects - 20% - Lead Key Strategic Projects to Drive Growth for GEOS - Define the Sales Operating Procedures, develop and maintain a Sales Manual in Collaboration with the Sales Capability and Excellence Manager. In turn develop appropriate training / coaching modules for Field Sales Members to imbibe the same - Identify new trends in industry and continually work towards imbibing best practices and tools in Cargill Sales ways of working - Lead the Deployment of DMS Solution for GEOS with Sales Automation Manager Execution Excellence - 20% - Ensure Optimal Pricing as per established benchmarks in close coordination with Pricing to deliver IBP Estimates while delivering Contribution Margin Goals Lead Monthly Reviews to - Monitor KPIs and Results for Brand / Channel Activation - Monitor Execution of Key Lead Indicators and KPIs for RTM Performance | Define Measure of Success | Dashboard to measure effective deployment using 1. Internal Metrics (SFA / DMS Data) 2. External Metrics (Nielsen) Take course corrective measures and alter action plans to deliver Business Goals Oversee the Training and Development Agenda for the Sales Team: - Creation of relevant modules / training partnerships - Monitor dissemination - Identify and adopt innovative and effective capability development interventions / methods Commercial Excellence- 20% - Responsible for Comprehensive Annual budgeting for all Sales & Distribution / Trade Marketing Activations - Responsible to ensure ROI of various activations in the BTL Activations space - Manage budget deployment within stipulated guideline and monitor to ensure efficient deployment People Leadership - 20% - Nurture and Develop Talent within own and extended team - Mentor Young Leaders within the organization and help them grow Education, Experience, Skills - MBA from Top Tier B-School - 12-15 Yrs of Sales Leadership Experience in Leading FMCG Organisations - Must have proven expertise and experience in Trade Marketing / Sales Development / RTM - Must have demonstrated strong leadership and delivered strong results in Field Leadership assignments - GT & MT Experience Desired Competencies: - Strategic Mindset - Analytical Decision Making - Cross Functional Collaboration & Business Orientation - Strong Communication Skills (Oral and Written) - Execute Exceptional Results - Nurture and Develop People Other relevant information to the position: - Strategic Role in Sales with a long-term mandate to strengthen Sales and Distribution Operations, Integrated Business Planning Process, Channel Strategy, Distribution Infrastructure and People Capability and Excellence - Role will be groomed for future leadership roles in the business - Supervises 6 Direct reports and 7-8 indirect reports Position Contacts / Complexity - Bring an outside-in and Strategic perspective in building business and RTM plans - Coordinate with Regional Leadership and LT to close Commercial Gaps and meet Business Goals - Key Advisor to Senior Leadership with sound fact based analysis and reasoning towards making sound decisions / action planning - Ability to synthesise analysis across multiple information sources (internal & external) and draw actionable insights, formulate execution plans and deliver results - Continually challenge Status Quo and work towards improving SOPs and modernizing the Sales Organisation by developing capability and driving execution excellence Internal / External Contacts Internal: - Sales Director - Head - Marketing - Supply Chain Director - Strategic Pricing Director - Marketing Managers - Brand Managers - Regional Managers / Zonal Managers - TMMs - RTM Manager - Regional Trade Marketing Managers - Strategic Sourcing and Procurement External: - Nielsen - Trade / Shopper Marketing Agencies - Vendors for POSM / Gifting / Printing etc

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