Channel Engagement & Pricing Head

Role & responsibilities

Commercial Hygiene

Ensure commercial hygiene in a commercial operation like:

• Credit management (setting credit limits to manage working capital and smoother operations)
• Timely settlement of rebates/discounts for positive engagement with channel
• Organizing incentive trips for retailers to create a long-term relationship
• Pricing Management

Define and implement pricing decision in accordance with PnL

• Defining Pricing escalation with timelines
• Collect market intelligence on current pricing and opportunity
• Leading pricing tracker to ascertain realization of business decisions

Cost Management - Discounts, Rebates and promotions design

• Designing of promotions for retailer engagement
• Managing pricing to help in distribution expansion (width & depth)
• Maintaining pricing hygiene to avoid any MOP issue
• Pay for performance
• Promotion trackers for wider participations

Standardizing processes by building capability and transparency

• Aligning organizations to drive G to N automation
• Make structured interventions to ensure controls are in place and in use
• Proactively review, disclose, and act on gaps (if any)
• Ensure rock controls are firmly embedded in process
• Identify and provide training / opportunities, and develop capabilities of the commercial team in the regions.

Incentives & customer promotion settlements

• Oversee customer settlements Preparation, verification and timely generation
• Align incentive trip design to be loyalty drivers instead of heating up channel inventories design to address segmentation guidelines

Managing compliance and Audit

Scheme design as per compliance approvals

• Audit of all spends thru company appointed auditors
• Internal Audits

CSS Machine Deployment & Management

• Design of POST package

• Capex Management of POST

• Annual Maintenance of POST

• Audit of POST

Preferred candidate profile

• University degree Tier 1/2 preferably in Commerce, Business Administration or similar with 10 - 12 years of experience in Paints, FMCG, Building material, Beverages Lubes etc. Experience in working with large customers in construction industry and managing medium size business team is preferable
• Should have the ability to convert Research data and Commercial data into insights and commercial business ideas