Assistant Manager Sales

**Job Description** **Title/ Designation – Asst Manager Sales – Bread Channels** **Function – Bread Sales** **Grade – Executive** **Location – Chennai** **Supervisors position – NSM Bread** **Position Title: Assistant Manager – Bread sales – Channels** **Function: Bread Sales** **Internal** **Key** **Stakeholders** : * National Head Modern Trade \& Alternate Channels, * RSM, * Area Heads \-Modern Trade, * Key Account Manager (KAM), * Supply chain \- MT \& region, * Commercial team \- MT, * Customer marketing manager (CMM) **External** * Regional Category Heads / Managers of Retail Chains, * Store managers/Cluster Managers, * Purchase Heads \- Commercial Managers, * DC team of customers **Educational Qualification** MBA (Specialization in Sales \& Marketing) from a recognised B School / Graduate **Experience** 3 \- 4 years (with experience in modern trade sales) if from a recognised B School, 5\-7 years if otherwise **Purpose Of The Role** * Deliver the sales objectives of volume, value, market share and in\-store execution; and does the customer facing role for Britannia in the region * This role will work with cross functional team of MT (KAMs, Customer Marketing, Supply Chain and Commercial). * Ensure delivery of the channel plans at the store level, ensure merchandising (basis norms), drive field efficiencies, and ensure a robust engagement \& relationship matrix with MT customers (inc distributors) at a region level. * This is a leadership role where the incumbent not only lead the team but also lead the region, and build Britannia imagery in MT * Reporting To : Head – NSM bread * Number of positions reporting to the role : 2 * Position Titles of direct reportees : PSM, TSI, TSOs and the merchandising team **Key Responsibilities** **Define monthly and quarterly plans to drive volume, value, market share and activations in the region :** * Firm up sales development plan to drive month and quarter priorities of the channel/region * Manage order generation through customers and order execution. Led by field team, and closer working with supply chain and KAM * Plan and Execute brand activation / channel activations at store level by working closely with KAM, CMM, Customer team * Manage supplies for indirect parties (supplied by distributor) * Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities \& build plans basis that * Drive Merchandising, and in\-store execution : * Manage the merchandising agency and team * Responsible to ensure execution of merchandising KPIs eg attedance, beat adherance, share of shelf (SOS), availability, promo execution, asset execution \& management etc * Continuous team engagement to ensure high retention in merchandiser \& promoters * Train team to deliver differentiated and innovative displays in the store * Drive field efficiencies : * Brand level distribution, Range Selling (unique lines), Dairy distribution, FoB (frequency of billing), TLSD, SAMT Growths \& TLSD (stand alone modern trade), focus brands availability, in\-store execution (promo, visibility elements, activation KPIs), secondary fill rate * End to end Customer wiring leading to superlative in\-store execution: * Lead the SAMT (stand alone modern trade) and regional chain planning * Involves TOT planning \& adherence, Business planning, Market share deliverables * Be the face of britannia for all accounts at a regional level. Drive engagement and busines through regular reviews * Establish and run relationship matrix between field team and customer store team, through regular visits (basis norms), reviews and business planning * Competitiion understanding through customer discussions and field visits * Bring out opportunities and gaps for the larger team (esp KAM) to work upon * Commercial Management : * Ensure commercial adherence in promo execution from distributors and pricing check at store * Claim management from distributor to commercial team; and system through portal * Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion's Scorecard and discuss with the Team. * New Product Management : * Work closely with KAM, CMM, Supply chain to understand the channel priorities on new launches/ channel specific plan * Robust plan to roll out GTM (go to market) strategy, superlative execution in terms of distribution and basic field efficiencies * Regular review and progress tracking with team