Regional Sales Manager - Wholesale, New Business, and Telesales

At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns with three of these key strategic pillars, which is driving Strengthening & Accelerating our Core Business, Creating a Future- Ready Organization and Exploring New Opportunities. The role is critical to TCP, as it’s customer base represents a large growth opportunity covering primarily wholesaler accounts along with white space channels such as drug and dollar. This includes Supervalu, AWG, Spartan Nash, Certco,and Winco. To accelerate growth with existing and new categories, this role will be responsible for elevating our strategic partnership with these customers, identify new growth streams and manage day to day business with this critical group of retailers.

Top dimensions :

• Complexity of the role (Optional) : Responsible for Wholesaler class of trade, tele-sales, and new business development, totaling $15MM+ in annualized GS.
• Type of Role : Individual Contributor
• Primary Stakeholders : Retailer, Sales Strategy, Marketing, Supply, Finance

What are the Key Deliverables in this role ?

Financial Outcomes

• Deliver Profitable Sales Growth: Achieve sales objectives, volume growth, market share growth and distribution expansion, via profitable sales tactics and execution of plans within the respective wholesale and retail accounts for existing and new categories.
• Category Management Mindset: leverage data and insights to understand sales trends/opportunities and influence development of customer strategies across portfolio of brands to deliver short- and long-term growth.

Customer Service

• Customer Centricity: Be customer obsessed and point of daily contact on addressing and managing all critical business needs and objectives. Network and build deep relationships cross functionally within the account list in order to strengthen Tata relationship and influence.
• Joint Business Partnership: Partner with sales director and retailer to establish and elevate strategic joint business plan in all categories including 1-3 year strategic plans.

Internal Processes

• Sales Fundamentals: Demonstrate strong command and control of the business and operational needs including forecasting for S&OP and Trade Management. Leverage data and analytics to understand sales trends and market conditions to share and influence internal cross functional partners.
• Operational Efficiency: partner with supply chain team to create mutual value in logistics, reducing non-working spends while delivering stronger customer performance.

Innovation and Learning

• New Category Expansion: identify and unlock growth against multiple streams in new categories, partner with Sales Strategy and Marketing to execute best-in-class go to market strategy.
• Omni Channel Management:  partner with eComm. team to develop strategies/tactics with Kroger and Publix that unlock Ecommerce growth across categoriesaligned with retailer priorities.

Requirements

What are the Critical success factors for the Role ?

• Bachelor’s degree required.
• 5+ years’ successful CPG experience specific to sales, key account management, category management, or related field.
• 2+ years of broker management or headquarter sales experience, preferably with AWG, SuperValu, Certco and Spartan/Nash required.
• Strong sales fundamental experience (Forecasting, TPM Management, S&OP).
• Strong Category Acumen, skilled in syndicated/POS data sources (Nielsen, IRI, 8451, etc) and ability to create clear and compelling stories.
• Strong Financial and Trade management experience, managing pricing/promo strategies in highly dynamic categories.
• Strong business acumen with emphasis on best-in-class- go to market experience.

What are the Desirable success factors for the Role ?

Analytical and problem