Asst. Manager Category Planning, Activation & Sales Operations

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You fully contribute to the delivery of the route-to-market team's KPIs and annual objectives by leveraging insight from data analysis. You support the national account strategy at a local level in outlets such as cash and carry, multi-site and other selected food service customers utilizing data and performing analysis.

How you will contribute

You will:

• Develop RTM (route-to-market) plans that will step up our sales efficiency and effectiveness, improve sales route planning and deliver on our Right Store strategies.
• Own our Right Store strategy and plan by defining the optimum point of the highly complex route-to-market parameters like distributors, sales representatives, stores, route frequency (weekly, bi-weekly, monthly visiting cycles), new region, distributor and sales territories.
• Build excellent Perfect Store audit mechanisms as a major part of SIP (sales team incentive program).

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Fast-moving consumer goods or consumer packaged goods sales experience including commercial business and customer execution experience preferred
• Advanced knowledge of field SFA (sales force automation) system
• Advanced knowledge of database management, data mining, big data management (SQL, Access, Oracle etc.)

More about this role

What you need to know about this position:

Purpose of Role of Regional CPA & Sales Operations Manager (RCPA & Sales Ops Mgr Based out of Dhaka) is responsible for

A. Customizing our in-store strategies & tactics by RE with the identified opportunities for the particular state/geographies to ensure we get our products into the store, off the shelf, and into the home of our shoppers cost effectively and more efficiently than our competition develop and execute against the category, brand, channel and account strategies & 5P tactic.

B. Managing Distributor thru driving 3I’s (Investment Infrastructure and Involvement) & managing sales team Incentives, Market Selection and offer strategic solutions to optimally service the market. Team performance review, training & development. Influence key stakeholders, regions, marketing and finance functions on strategic choices & works towards create cost effective cold chain infrastructure.

Main Responsibilities

The RCPA & Sales Operations Mgr plays an integral role in enhancing demand through Cadbury’s customers in a cost-effective way by:

Assessment of Mdlz and Category performance by RE/state/town-class & defining POB solution (5P strategy and tactics) by RE

1. Identification of branch level opportunities for driving the 5P strategy & tactics by RE

2. Appropriately tailoring the 5Ps by RE (developed by HO Customer Marketing) to the region specific opportunities, based on 5P principles and region-specific shopper & trade insights

3. Conducting pre and post analyses of customer & RE promotions at a branch level – starting off with the Big Hits

4. Leveraging RE /region-specific shopper insight learning to build team expertise, support selling stories, and exploit regional opportunities. 

5. Drive Sales operations efficiencies through productivity measures and distribution efficiencies.

6. Optimal coverage of small towns by driving profitably portfolio & profitably expand distribution and measure and optimize field force productivity.

7. Create robust distribution efficiencies metrics, track and measure channel wise, manpower wise sales and spends.

Objective setting, activity coordination and performance monitoring

1. Tracking, reviewing and modifying RE & MT account plans to ensure MBL is driving consumption off the shelf cost effectively & brand objectives are achieved within channel and customer P&L

guidelines

2. Coordinating the planning and execution of RE & account activities – through FAP – for TT & MT - and communicating plans to the relevant channel/account/geographic teams and Field Sales force on time and accurately

3. Tracking performance in RE’s through internal & external data sources like SAP, Meranet, scan data, & retail audits

4. Coordinating the planning & execution of Big Hits & launches/relaunches for the branch - Tailoring sell-in presentations & plans for branch/state

5. Providing input on branch perspective with Country lead for formulating national plans.

Commercial Management

1. Optimizing resources and leveraging Customer Investment among channel, customers,

geographies, categories, and brands/products given MBL’s strategic direction, and ensuring fair and equitable resource allocation between customers – overall control vs budgets to be ensured.

3. Working with team to maintain accurate Demand Plans.

4. Tracking & maintaining channel & branch Customer Investment levels and P&L and ensuring that spends remain within plan.

Business Unit Summary

Mondelez India Foods Private Limited (formerly Cadbury India Ltd.) has been in India for over 70 years, making sure our mouth-watering and well-loved local and global brands such as Cadbury chocolates, Bournvita and Tang powdered beverages, Oreo and Cadbury Bournvita biscuits, and Halls and Cadbury Choclairs Gold candies get safely into our customers hands—and mouths. Headquartered in Mumbai, the company has more than 3,300 employees proudly working across sales offices in New Delhi, Mumbai, Kolkata and Chennai and in manufacturing facilities at Maharashtra, Madhya Pradesh, Himachal Pradesh and Andhra Pradesh, at our global Research & Development Technical Centre and Global Business Hub in Maharashtra and in a vast distribution network across the country. We are also proud to be recognised by Avatar as the Best Companies for Women in India in 2019 – the fourth time we’ve received this award.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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