Head - Sales Capability & Go To Market - FMCG/Consumer Products (6-10 yrs)

Company: FMCG

Designation: Sales capability and GTM Head

Location: Mumbai

GTM:

- Build an advantaged GTM (Go-To-Market) system by leveraging emerging trends in the General Trade (Traditional Trade) environment through a highly committed set of business partners & capable team.

- Implement the Urban GTM Model as per appropriate Model to help capture value from both Large & Small retail outlets -Differential service frequency model, Route Capacity Enhancement, etc.

- Implement the Rural GTM Model as per appropriate model to help enhance overall quality of distribution, optimize cost to serve and also extract maximum value from the targeted set of villages.

- Build adequate channel capability and quality relationships among all key partners - Urban Distributors & Rural Superstockists though relevant channel engagement programs.

- Both Short term and long-term Owner the Sales development cost center.

Sales Automation:

- Ensure the efficacy of the Sales Force Automation solutions including Distributor Software, Handheld terminals for frontline sales force etc. in both Urban & Rural markets.

- Leverage New-age Sales Analytics solutions to extract more value from the opportunities that exist in the Divisions.

Sales Capability:

- Create and articulate a capability roadmap for the sales organization, in-line with the organization's strategic priorities.

- Work with the Training team towards creation and execution of the Sales Capability blueprint towards building a future ready sales organization.

- Own the Reward & Recognition Programs for the Sales and Health care Excellence Team.