Group Company Brief :

Established in 1897, the Godrej Group (www.godrej.com) has its roots in India's Swadeshi movement. With a legacy of over 115+ years, Godrej Group is one of the largest conglomerates in India (headquartered in Mumbai). One of India's most trusted brands, with revenues of USD 4.1 billion, Godrej enjoys the patronage of over 600 million Indians across our consumer goods, real estate, appliances, agri and many other businesses. Godrej Industries Limited and Associate Companies (GILAC) is part of the Godrej Group. It comprises 5 major companies with interests in real estate, FMCG, agriculture, chemicals and gourmet retail.

GODREJ CONSUMER PRODUCTS LTD.

Godrej Consumer Products Limited (GCPL) is the largest homegrown 'Home and Personal Care' company in India, with a turnover of more than 1.3 billion USD and growing at 25% + CAGR. We are constantly innovating to delight our consumers with more exciting, superior quality products at affordable prices.

Our performance is a reflection of our rigorous effort in driving six strategic pillars of growth, viz. leading in our core categories, growing our international business in line with our 3 x 3 strategy, driving innovation, building a best in class supply chain, creating a future ready sales organization and fostering an agile and professional entrepreneurial culture. We rank number 1 in hair colour, household insecticides and liquid detergents and number 2 in soaps. In India, you grow up with our brands - Good knight, Cinthol, Godrej Expert, Godrej No. 1 - and we are now on our way to becoming an emerging markets FMCG leader.

We promise Godrejites a culture of tough love; take serious bets on them and differentiate basis performance. We also understand that our team members play multi-faceted roles and so, we strongly encourage them to explore their whole selves. Our canvas is growing. In fact, our Vision for 2020 is to be 10 times the size we were in 2010. We truly believe that while our amazing past distinguishes us, we are only as good as what we do next.

We have been focusing on our 3x3 strategy i.e. three focus geographies: Asia, Africa and South America and three focus categories: Hair care, Personal Care and Home Care. Our International operations offer a wide diversity of scale (10 Mn USD to 250 Mn USD), retail environment (10% to 80% organized retail), management (fully owned to joint ventures) and cultures (South East Asia, Sub Sahara Africa, UK and LATAM) leading to consequent diversity of business models.

To find out more about GCPL, explore www.godrejcp.com

Our Sales Organization :

The sales organization in GCPL India comprises of around 600 direct employees with a footprint stretching across the country. The indirect sales force comprises of around 2000 sales representatives targeting the rural markets in the interiors of the country. GCPL, with a direct coverage of 7 lakh outlets, indirect reach of 35 lakh outlets covering 27000 villages, is one of the leading FMCG organizations in the country. We are market leaders in most of our Core categories- Hair Colour, Household Insecticides & Personal Wash.

The Role :

Description:

Area Sales Manager: One of the key strategic imperatives at GCPL is building of a cutting edge, future ready sales & distribution organization

The key responsibilities for this role would include:

- Demonstrates deep understanding of customers, shoppers and competitors

- Develops strong win-win relationships with distributors and key retailers in the market

- Actively listens to Channel Partner and Trade partners ' feedback and takes necessary action to improve overall quality of service to our partners

- Engages with channel partners developing strong JBPs, and Influences to invest resources in company initiatives like process, expansion, projects like split line and create the required buy-in

- Influences channel partners look at the medium to long term picture while asking them for the required investments

- Understands business and is able to create & execute growth plans through systematic planning & organising

- Identifies & quantify 'sources of growth' and build plans accordingly (Focus Areas & Enablers, Annual Plan)

- Effectively looks at both internal and external data sets to make robust area growth plans

- Identifies trends from the data, correlate business growth with market intelligence and come out with required inferences

- Ensures superior communication of objectives through Area review meets

- Develops an ability to plan and execute effective long range area sales growth plan

- Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment & opportunity to gain

- Manages accurate stock planning & logistics (Launch Estimates) and sales forecast at monthly level

- Build & Lead a strong & capable team

Leading, supervising and controlling his team of Sales Officers for the implementation of the growth agenda in the area through the opportunities addressed by:

- Key Geography

- Key Channels

- Key People

- Key Categories & Brands

- Sales Infrastructure & processes

- Identifies & differentiate talent basis performance & potential

- Coaches & inspires front line sales staff to execute broad market plans and achieve stretch goals and drive best in class DSR capability

- Build capability with the team for technological approach and knowledge

- Builds robust development plans for his team, based on each individual's competency gaps and growth aspiration

- Flawless Execution

- Achieve value and process objectives in his area

- Develop understanding and successfully roll out pilots and projects as per SOP

- Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment & opportunity to gain

- Touring by objectives

- Review of Focus Areas

- Understands how to effectively mitigate competitive threats; and also strengthen the team's weak areas

Qualification & Experience :

- Post Graduate degree (MBA) in Sales & marketing, preferably from a premier B-school.

- Total experience in the range of 2 - 3 years of ASM or equivalent experience in FMCG sector

- Direct /Indirect on the job exposure to upcountry markets in South would be clearly an added advantage.

- Someone who is passionate about travelling as the geography of the TN is interesting but also demanding

- The incumbent should have led a team, be strong on execution and acquired a well-developed ability in influencing senior business leaders. Experience of handling senior Field Officers/Executives would be an edge.

- The applicant should be willing to be based out of Chennai

SKILLS REQUIRED:

- Good interpersonal skills to navigate cross-functional teams

- Able to work under pressure and meet deadlines

- Capable of managing a team

- Proactive and ability to handle ambiguity

- High energy and drive

- High planning and priority setting skills

- Highly consumer and customer focused

- Proven analytical and critical thinking skills

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