[ref. g38195521] Associate Director - Modern Trade & CSD - Abbott Healthcare

Overall responsible for handling the Modern Trade & CSD business in India which would include:

• Driving sales
• Financial Management (including managing individual account / business P&L& the SG&A)
• Annual Business Planning and review
• Relationship Management
• Ensure stock planning and fill rate levels
• Meeting the top line sales objective with Modern Trade & CSD
• Overall responsible for sales across the country.
• Interacting with the Brand Teams and developing business plans in sync. With the brand strategy.
• Ensuring stock availability (fill rates of 85%) at all the outlets with a high degree of forecasting accuracy.
• Managing the Customer-wise profitability with Modern Trade & CSD.
• Setup a model to measure each Account profitability.
• Ensure that resources including manpower are utilized in the most cost-efficient manner
• Ensure activities with key accounts are done to maximize returns for ANI
• Ensure collection is done for direct customers as per the company norms and facilitate wholesaler’s collection for indirect customers.
• Drive Category Management with Modern Trade
• Work with activation and Accounts to do a shopper study on the category.
• Use inputs from the shopper study to take the role of “Category Leader” with top Accounts.
• “Category Leader” would involve advising the account on category layout, plannogramming, and special SKU’s, jointly working on exclusive promotions, etc. and overall enhancing category profitability and growth.
• Deliver the Perfect Punch in terms of Modern Trade & CSD
• New products introduction.
• Pack changes.
• Price increases.
• Enrolment of new outlets.
• Consumer promotions and other activities.
• Develop a strategic business plan for Modern Trade that would cover the following aspects
• Margins.
• Visibility.
• Exclusive SKU strategy.
• Agreement for activation activities.
• Explore the possibility of enhancing the product portfolio by developing exclusive SKU’s & importing international brands
• Use insights of shopper studies to develop different SKU’s for modern trade
• Scan the products available in the international market and look at the possibility of importing the same to sell exclusively through the modern chain outlets in India
• Setup a high performing team to manage Modern Trade & CSD
• Attract and retain the best talent.
• Develop competencies of the Sales Team with a strong training program.
• Have a strong succession plan in place.
• Enrich the team with technology to have a cutting edge.
• Setup world class processes to handle Modern Trade & CSD
• Liaise with international coordinators to ensure accounts strategy is in sync. with the global accounts.
• Setup world class processes.
• Scan the environment and ensure that ANI is the first to exploit advent of a new international modern trade chains.
• Provide strategic inputs to the organization on the Modern Trade
• Modern trade potential in future.
• Changing scenario in trade.
• Changing structure for Modern Trade within the organization.
• Liaise with ANI global business coordinators for Wal*Mart and Carrefour respectively
• Ensure the policies followed in India with the above accounts are in line with the global policies.
• Bring on board the global best practices followed with these accounts into India.
• Manage the sensitivities of global Vs Indian operations.
• Organize Top to Top meetings with the major retailers
• Meeting between Retailer’s top management and ANI GM and BU Head – Trade.
• Share growth and expansion plans of ANI in India and make the retailers partners in progress.
• Manage industry interfaces and keep the organization informed about developments in the retail sector
• Develop good relations with counterparts in the FMCG industry.
• Develop good relations within various Industry bodies like the ECR, RAI, etc.
• Share best practices in the industry with the KA Team, so as to enhance internal system and processes
• Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment.
• Managing the SG&A and ensuring the same is within agreed numbers
• Allocating funds within accounts and having a control on the spends
• Control on the teams and self TA&DA SG&A budgets

Experience

Experience Details

• Experience in Managing a team in a reputed FMCG Company in the Sales / Marketing function
• Extensive knowledge of marketing and brand plans.
• Good grasp of distribution and logistics management.
• Understanding of financial and legal regulations.
• Networking and strong orientation towards customer management.
• Ability to handle pressure in a dynamic environment.
• Sharp negotiation and influencing skills. 9. Strong Account and Industry relationship at relevant Contact matrix within MT and CSD