Responsibilities
* Leads channels PSP identifying channel roles and building channels long-term growth strategy
* Deliver Advanced Segmentation for key channels
* Build RVO Strategy based on segmentation
* Lead Perfect Store program across channels / segments
* Leads TOT Strategy in line with Perfect Store roadmap
* WCCE definition & coordination across channels
* Sales premiums design
TASKS and CADENCE
Channel Strategy
* Defines desired end state and roles for channels, steering investment & productivity decisions
* Identifies long term channel based Commercial strategies to accelerate channel growth and works with multifunctional teams to ensure plans are incorporated in business AOP cycle
* Tailor-made solutions to channel, sub-channels/ segments to drive incremental growth
* Redefining selling universe, whitespace channels
* Advanced Segmentation
* Leads analytics based segmentation for all channels to identify customer attractiveness and PEP right to win (TT advanced segmentation, SPM customer/region/store based, AFH sub channels etc)
* Defines strategic intent by clusters and leads development of tailor-made RVO strategies for each
* Define Internal segmentation & Map segmentation on Census to identify opportunities
* Adjust Call frequencies based on segmentation
* Update GTM models (Presell/ Hot sell/ Tel-sell/ WS)
Perfect Store & TOT Strategy
* Conducts perfect store capability assessment per channel working with sales & commercial teams and manage the opportunity definition & prioritization process for each channel
* Translating/ communicating the methodologies and principles for each step of the programme and toolkits received from ESSA team to related BU commercial teams
* Coordinate/track the integration of Perfect store elements into commercial planning cycles (iS&OP, ACP, Channel PSP)
* Lead the design of tracking & course correction process to ensure visibility of performance
* Develops merchandising strategy by channel / segments in line with PoS & Perfect Store roadmap
* Owns TOT innovation to step change execution in store
* Receive tracking from LBS of perfect stores
* Moniter performance & direct to remediation actions.
* Lead on actions taken cross functionally to ensure excellent execution as per standards
WCCE
* Champions WCCE process and capability building in BU, leveraging sector toolkits and best practices
* Develops the scope, approach and master calendar for WCCE across channels, leading reporting and tracking for excellence in implementation
Qualifications
* 7-8 years ' experience in FMCG Sales/Sales Transformation
* Proven Business & people leadership skills
* Excellent business knowledge of sales, Perfect store and segmentation preferably in Beverages/FMCG industry.
* Very good command of English
* Outstanding communication and presentation skills
* Leveraging Financial concepts
* Influence key stakeholders
* Strategic mindset
* Very Good strategic planning
* Setting the agenda