About the job
At Galderma we’re unique and we embrace difference.
Whether it’s the unique breadth of our integrated offering that covers Aesthetics, Consumer, and Prescription products; or our Commitment to recognising and rewarding people for the contribution they make – working here isn’t like anywhere else.
Job Title: Head of Sales, GT & MT
Location: Mumbai
Job Description: The role will be responsible for the overall team performance, developing strategy, leading and developing the teams for General Trade & Modern Trade channels The person will be responsible for delivering the overall sales objectives, supervise, and monitors the execution for the above channels and report to the BU Head for Consumer.
Key Responsibilities:
1. Sales & Operations Management:
- Discuss, set clear targets and strategies for accomplishment of the same in alignment and track its fulfillment.
- Support the Regional Managers in accomplishment of their targets.
- Work with HQ support functions to ensure timely submission of all requirements like Manpower planning ; S&OP ; monthly dashboard etc.
2. Planning and Negotiating strategic alliances with key chains:
- Developing quarterly activity/ promotional calendar specific to outlet and chain
- Strategize / execute zone specific brand objectives within budget and time
- Liasoning with Marketing/ Trade marketing for branding activities at stores
- Evolve & achieve Strategic Annual Operating Business Plans for the defined National Key Accounts.
- Develop Modern Trade by conducting Strategic Alliance tie-ups, consumer promotions, building relations & image of overall existence of the company in Modern Trade & General Trade.
- Achieve volume and value objectives of the assigned zones within budget, time and policy parameters through Efficient control of the network under charge.
- Responsible for Controlling Prominent Shelf Space and Merchandising Unit Positioning in all Key Accounts.
3. Marketing Liasoning
- Work co-actively with all Brand Management Team to develop Consumer awareness /image / preference by Executing Planned Consumer Promotions & Events At Quarterly Basis.
- Proactively Own a Product Launch Calendar & help Brand Managers in Planning and Launching New Product, clearly identifying its need, communication, incremental volume, sell-in-norms, merchandising norms & the brand strategy.
- Execute Marketing events and Promotional Programme by conducting brand-wise promotions basis the outlets / Marketing activity calendar.
4. Financial Responsibilities
- Operate/ Achieve Channel Costs as budgeted for the year.
- Documentation and Prior Approval Of All TOTs (i.e. terms of trade) for audit purposes.
- Settling chain wise Claims (damages, trade schemes, misc. debit notes) within stipulated time frame.
- Submitting NOCs (No Objection certificate) from vendors on a quarterly basis.
5. Outlet Responsibilities
- Responsible for Correct Placements & Maintaining all Company Marketing Assets in coordination with the RKAM’s/ S&CM and Marketing team.
- Maintain a Database of all Modern Trade Outlets (administrative, commercial, business details).
- Plan a Regular (Monthly) Journey Plan with regional modern trade personnel.
6. Reporting / Administration
- Report Accurate Timely Information as scheduled and in the defined regular format.
- Monitor Activities and Sales Promotions on weekly / monthly basis to determine deviations from plans and take necessary corrective actions.
7. Competition Tracking Responsibilities
- Track competition activities monthly in chain / modern trade outlets.
- Document and communicate the same to the brand & sales management team in the monthly review meeting.
- Ensure proper and immediate feedback for appropriate and timely action.
Skills & Qualifications:
- Strong communication and negotiation skills
- Strategic forward thinking,
- Analytical skills to handle complex situations and rational problem solving
- Taking the full remit for decisions and repercussions,
- People Leadership
- Planning & Execution skills
- Education: Bachelor’s Degree and Master’s degree in Marketing or Business or similar.
- Work Experience: Minimum 13-18 years experience
- Must have skills: Proficiency with MS Office suite. Ideally with FMCG background in a similar industry.
Posted on Oct 17, 2023.
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