Position Title: Transformation Lead
Function: Sales
Internal
Key Stakeholders:
- Steering committee (Excom of BIL)
- SDM Team
- RSM/BDM/UDDM/RDDM/ASM
- Marketing team
- IT Spoc
External
Educational Qualification: MBA (Specialization in Sales & Marketing) from a Premier B School
Experience: 5 to 6 years (Pref Sector: FMCG/ Beverages) (Exp Mix: 2 to 3 years of ASM role in GT & 2 to 3 years of experience in Sales Development or Trade marketing roles)
Job Purpose
Britannia Industries Ltd (BIL) has kicked of a project along with an external consulting firm (Bain & Co.) to transform the current Route to Market. This project will cover key aspects of our GT sale eco system like Outlet service architect, Portfolio management, Key accounts management, Wholesale program, Sales capability etc. The incumbent will be manage the various aspect of this project. This project is divided into 3 phases – Design, Pilot & Scale up.
Design Phase
Key responsibilities across each phase:
- Assimilate the expectation of various stakeholders on the deliverables of this project.
- Understand & identify key areas of transformation. Multiple work streams will be operational for this project. Incumbent needs to manage each of the work streams.
- Work on design models of each streams of this project along with the consulting firm.
- Create a blue print for various streams of Route to market along with the consulting firm.
- Develop key metrices to be tracked for pilot phases.
- Update Steering committee about the progress of project. Incorporate inputs given by the steering committee.
- Felicitate the tech modifications required for this transformation.
Pilot Phase
- Multiple pilots will be operated during this period for critical work streams.
- Coordinate with Region teams/Spocs on pilot roll outs. Provide support to region for on time roll out of pilots.
- Provide training to region teams on various models.
- Manage the central war room during the pilot stages.
- Understand from the market visits on impact of these pilots.
- Sales data analysis of pilot cities vs control group to draw learnings.
- Weekly meetings with region teams to monitor the pilots.
- Timely update to steering committee on the progress of the pilots.
- Study the impact of various pilots to pick best fit model for BIL.
Scale Up Phase
- Incorporate learnings from pilot into the final blueprint along with consulting team.
- Align stakeholders on the final blue print.
- Felicitate road shows to prepare of scale up launch for region teams & distributors.
- Manage various project time lines with region teams/spoc for scale up.
- Support regions for timely successful roll out of this project.
- Weekly meetings to review the progress of scale ups.
- Monitor & deliver the impact on agreed business KPI’s of scale up.
