Role Summary :
As custodian of sales force automation - prepare a future-ready tech-enabled sales force and apply the right business analytics tools with strict control on Distributor operations to increase the effectiveness of the sales.
Role Responsibilities:
- Experienced in rolling out Sales Force Automation (SFA) & Distributor Management System (DMS), will be one point of contact for planning and project execution for Distributor engagement.
- Keen eye to look for new developments to improve adoption of both DMS & SFA, assist in planning and support for rolling out the strategic plan with daily review of timelines and numbers.
- Schedule periodic training sessions to Distributors, DSR and Field sales team for needed change management alignment.
- Responsible for software installation & providing training to the respective stakeholders based on the Distributor Site Readiness.
- Custodian for IT masters - outlet, material, tax, Group, do the needful correction in workflow to have the santitiety in check.
- Able to draft and approve standard policies for process correction and authorities of roles inside and outside the organisation.
- Able to drive monthly review and planning meetings, involving coordination with Sales/Finance team for target setting and review.
- Will be able to make schemes as per pricing team and roll out implementation on system within defined season requirement.
- Ensure 100% adherence to the DMS system and invoicing through the system for outlets, implement Trade and discount schemes in the system. Drive auto-claim settlement from DMS-SAP environment.
- Setting and Reviewing Distributor KPI's to drive optimal distributor Sales Rep Performance.
- Responsible for Data Analytics and sharing weekly/monthly dashboard to the leadership team
Required Skills:
- Be good with Stakeholder Management inside and outside the organisation to cohesively work on a wokring ground collaborating requirements from different stakeholders.
- Be outspoken and be able to work on front driving the change management, understanding constraints of distributors and joint way of implementation.
- Working knowledge on IT project management lifecycle - requirement gathering, UAT, roll-out, Monitoring and training.
- Good with Data understanding involving Excel, Database working/BI tool, and able to drive analytics to drive the required summarisation on needed requirements.
- Understand the FMCG reporting and standard reporting structure, able to present on needful project execution.
Preferred Qualifications:
- Having MBA(preferred) /specialised degree in sales operations/Finance from Tier I and Tier II colleges.
- 4-5 Years experience in FMCG brand on sales control involving implementing DMS and Sales automation projects.