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- Execute Volume Value and CM targets
- Managing productivity of resources (manpower, capex)
- Execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line
- Accountable for Sellin, Sellout, Offtake, ensuring process adherence and usage of all defined tools by self and team
- Capability and capacity building thru skill development process simplification and right talent mix.
- Working closely with marketing to effectively combat competition.
- Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified.
- Volume, Net revenue and CM - Delievry of Topline (Volume, Revenue)
- Delivery of Contribution Margin Right mix
- SSO GTM delivery
- Execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line
- Deliver on plan revenue, volume, mix, channel, ROS% and CM% for SSO GTM
- Conduct monthly and quarterly reviews with RSMs to ensure delivery of business plan is on track and take/propose corrective actions in the event of likely gaps
- Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified as part of the IBP process
- Ensure robust business planning and deliver business plan for the SSO GTM
- Productivity - Deploy right manpower
- POST strategy Asset as well as manpower utilisation
- Accountable for Sell-in, Sell-out and Offtake
- Ensure robust delivery of defined Offtake plans painter loyalty, Medium and Small Projects, Shop Assistant programme, Eeden deployment as applicable
- Ensure usage of Offtake MIS by team to drive Sellout from Distributor
- Ensure deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sellin to the distributor
- Drive Sellin and Sellout by robust deployment of defined Offtake programmes
- Develop competency linked capability for the SSO team
- Utilise training curriculum from the Sales Competency Framework (SCF) to increase team skill and capabilities
- Effectively engage, develop and lead own team
- Direct Reports
- Ensure that all team members
- AkzoNobel and Distributor are made aware of their defined role in operations and business plan and ensure delivery
- Ensure regular training and 100% usage of defined tools
- DERP, CRMs
- Retail, Pro for Painter and Case Management
- Provide support and leadership to respective AkzoNobel and Distributor/CWF team by identifying relevant callforaction areas if any and thereafter working on a plan to improve upon through training, shadow working and feedback where necessary
- Drive Continuous Improvement across the SSO organization to generate value to customers and AkzoNobel service, capability, efficiency and productivity
- Cooperate with others function in managing people management process (recruitment/training and development/retention/rotation/ termination)
- Ensure credible annual updation of Retail Landscape date by team Develop a capable team who can deliver bestinclass effectiveness and productivity
- Process ownership and collaboration - Must own defined sales strategies, processes and tools
- Ensure annual exercise of Retail Landscape
- Should provide comprehensive inputs to Marketing and RD&I on portfolio gaps if any, evolving product performance trends vs. key competition in the market
- Ensure and jointly own demand plan for all new product introductions with Marketing
- Ensure close collaboration with ISC on Demand Control Be the custodian of Sales strategies, processes and tools in the country relating to SSO GTM and collaborate with Marketing, RD&I and ISC. Major Challenges
- Working with a Channel distributing paints across diverse geographies and markets with a significant number of regional and local competitors
- Ensuring team understands and operates distributors as per defined SOP
- Identify and building team's capability
- Developing capability for demand planning accuracy
- Migrating to simpler discounts, rebates and promotions structure for a distributor led GTM
AkzoNobel - Head - Retail Sales - Deco Paints (12-20 yrs) - Gurgaon/Gurugram, India - iimjobs
Description
Job Purpose Statement
The purpose of this role is to execute sales strategies within defined GTM models, defined resources (people/discounts/rebates/promotions etc.) and while driving adherence to defined processes and tools to deliver SSO GTM revenue, volume, mix, channel, ROS%, CM%, and productivity objectives.