Job Summary

Creation and execution of a blueprint towards building a future ready sales organization. Oversees the sales development & sales capability development through ideation of GTM strategy & its execution in collaboration with the sales team, leveraging sales analytics & automation to drive data driven business strategy, facilitating relevant sales capability development interventions by identifying the field capability gaps & robust execution of sales rewards program

Roles and Responsibilities

GTM

• Build an advantaged GTM (Go-To-Market) system by leveraging emerging trends in the General Trade (Traditional Trade) environment through a highly committed set of business partners & capable team.

• Implement the Urban GTM Model as per appropriate Model to help Danone capture value from both Large & Small retail outlets –Differential service frequency model, Route Capacity Enhancement, etc.

• Implement the Rural GTM Model as per appropriate model to help Danone enhance overall quality of distribution, optimize cost to serve and also extract maximum value from the targeted set of villages.

• Build adequate channel capability and quality relationships among all key partners – Urban Distributors & Rural Superstockists though relevant channel engagement programs. • Both Short term and long-term Owner the Sales development cost center.

Sales Automation

• Ensure the efficacy of the Sales Force Automation solutions including Distributor Software, Handheld terminals for frontline sales force etc. in both Urban & Rural markets. • Leverage New-age Sales Analytics solutions to extract more value from the opportunities that exist in the Divisions.

Sales Capability

• Create and articulate a capability roadmap for the sales organization, in-line with the organization’s strategic priorities.

• Work with the Training team towards creation and execution of the Sales Capability blueprint towards building a future ready sales organization.

• Own the Reward & Recognition Programs for the Sales and Health care Excellence Team.

Education & Experience

Exp 9-11 yrs

Qualification: MBA (Tier 1/2)

Prof Experience: FMCG / Food/ Non-Food/ Pharma

About Danone Group:

Mission: ‘Bringing Health through Food to as Many people as Possible’ Danone, the only food group in the world to focus solely on health, is comprised of three divisions, holding global leadership positions in each division: Dairy, Waters and Specialized Nutrition. Danone’s dual focus on commercial performance and societal responsibility, combined with an ongoing commitment to innovation and the strengthening of its health-oriented brands, has resulted in strong performance worldwide.

Danone employs more than 100,000 people across the globe, recording more than €27 billion turnover. India is among the countries in the ISEA region wherein Danone has its presence. Other countries in this region include Malaysia, Thailand, Vietnam, Cambodia, Myanmar.

About Danone India:

In India Group Danone operates as Nutricia International Pvt Ltd, which specializes in nutrition with a portfolio of products for pregnant mothers, infants, young children as well as adults. These products are manufactured in India and sold nationally under recognized brands including Farex, Aptamil,Protinex, Dexolac and Nusobee. Danone employs more than 1,100 people across India with over €150 million turnover. With the head office in Mumbai, Danone has a factory located in Lalru, Punjab. More information can be found at www.danone.in