Sales & Marketing Manager - HORECA Segment - FMCG (6-10 yrs)

We are looking to close a Marketing Manager-HORECA Segment position with the topmost FMCG Conglomerate in India. The position is to be based in Kolkata.

Company Profile :

Our client is the topmost FMCG Groups of India and is an integrated and diversified group. With a market capitalisation of over US $ 50 billion and a turnover of US $ 10.0 billion, it is Rated among the World's Leading Companies by international publications. It has a very diversified product portfolio including Foods, Snacks, personal care, haircare, household care segments and a portfolio of strong brands and leading market shares in all product categories. It employs the best talent in India and is one of the best FMCG employers to work for.

JOB PURPOSE:

- The role holder will be responsible for the strategic management and expansion of the HoReCa (Hotel, Restaurant, and Caf) network at a national level. They will devise and implement a robust channel blueprint that caters to current business needs while aligning with the aggressive growth and expansion plans of the organization.

- The incumbent will develop strategies that account for regional complexities, market dynamics, and the organization's long-term business goals. They will be responsible for defining and implementing operational norms, conducting regular performance evaluations, and instituting corrective measures to maintain a high-performing, engaged, and committed network of channel partners across the country.

- This role requires staying constantly updated on market trends, competitive intelligence, and customer needs to ensure relevance and competitiveness. A high-impact performer in this position will demonstrate proactive leadership, innovative thinking, and operational excellence to drive both organic and inorganic growth, while consistently evaluating and optimizing the channel's numeric and weighted reach strategies.

PRINCIPAL ACCOUNTABILITIES AND RESPONSIBILITIES:

1. Channel Strategy & Blueprint Development:

- Define and communicate region-specific channel strategies aligned with the organizational goals.

- Develop a comprehensive channel blueprint that integrates both organic and inorganic growth plans while addressing geographic complexities.

- Evaluate the effectiveness of the current channel footprint and devise actionable strategies to bridge identified gaps.

2. Performance Monitoring & Corrective Actions:

- Track, monitor, and review channel performance against key metrics and take corrective measures to ensure optimal performance.

- Develop and implement health matrices for evaluating channel effectiveness through regular audits and assessments.

- Automate performance reporting to enable timely and informed decision-making across stakeholders.

3. Market Intelligence & Competitor Analysis:

- Stay up-to-date with market trends, customer preferences, and competitor strategies.

- Translate market intelligence into actionable plans to address competitive challenges and identify new opportunities for growth.

- Lead the ideation and execution of innovative channel strategies to enhance network relevance and engagement.

4. Operational Planning & Execution:

- Plan, execute, and analyze channel activities, ensuring they are in line with the broader business objectives.

- Develop frameworks to track and measure the effectiveness of channel activations and regional initiatives.

- Design and roll out region-specific channel activation plans, ensuring measurable outcomes.

5. Stakeholder Relationship Management:

- Foster strong, long-term relationships with channel partners, ensuring their alignment with organizational goals and values.

- Act as the primary point of contact for resolving challenges, providing support, and driving partner satisfaction.

KNOWLEDGE AND SKILL REQUIREMENT:

The role incumbent would be deft in a start-up like environment and brings to fore, a strong challenger mind-set with proven abilities to influence peers in the sales team & effect the channel development & management orientation for the business.

WORK EXPERIENCE AND RELEVANT INDUSTRY:

HoReCa / Key Account Management role in a fast-paced company for about 3 years & a prior channel sales experience of about 3 years.

Job Location: Kolkata

Salary Range: Around Rs.30.0 Lpa (although not a limiting factor)