National Manager - Channel & Capability

Role & responsibilities

1. Program implementation:

   Implement training modules and impart training to front-end Commercial Teams. as per the training calendar to achieve the skill index of the zone and ensure execution-based market working.

2. Recruitment and Certification:

   Monitor process adherence for Recruitment of and Certification of MGRs for all categories in the GT & MT segments.

3. Review and Reporting:

   Report capability scores and related data as well as skill level tracker in specified format to relevant stakeholders; monitor Red Trackers/OJTs and PJP/DJP schedules by sales team to ensure compliance as per the norms set in capability plans

4. Zonal Channel Planning:

   Prepare, review and update the zonal channel plan, channel budgets, focus areas and activities and programs to achieve the channel development targets for the zone

5. Channel Development:

   Understand the local consumption drivers in various channels, work with accounts in various channels identify their needs, develop and drive consumption building programs, drive implementation of national programs, track effectiveness of these programs and provide feedback to relevant stake holders

6. Market execution:

   Approve requests for placement of activation element and other collaterals, place order for the same with vendors; monitor deployment of the activation elements and execution within the channels as per the given standards

7. Key Account Management:

   Work with MT Team to work out marketing budgets and assist in negotiations for key accounts in various channels,
8. Monitor activation of key accounts and execution as per set standards, analyze existing accounts in various channels to help improve profitability.

9. Business Analysis:

   Use research data to track Market Shares / Availability movement across unit, map competition activities and identify gaps & growth opportunities in various channels as per PITA model

10. Expand Distribution & Retailer Management:

    Drive rapid distribution growth in key areas while building strong retailer partnerships to secure market presence and counter competition.

11. Drive Market Share Growth:

    Implement strategic market execution and activation plans to maximize sales and optimize resource allocation within the territory.

12. Ensure Compliance & Team Development:

    Uphold commercial standards and foster a high-performing sales team through data-driven coaching and performance management.
13. This role will also entail responsibilities of overseeing the overall Metro Acceleration Project for Bangalore.

Supervises:

Direct Reports:

Grade (Internal Reference):

Geographical Scope:

Reports To:

Key Internal Customers:

Key External Customers:

Job Requirements:

Qualifications:

Experience:

Functional Skills:

1. Customer Management-Working Knowledge
2. Financial Knowledge-Application and Appreciation-Working Knowledge
3. Market Execution-Mastery
4. People Management (Capability Building)-Mastery
5. Sales Management-Working Knowledge