Head of Grocery Sales

At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns with three of these key strategic pillars, which is driving Strengthening & Accelerating our Core Business, Creating a Future- Ready Organization and Exploring New Opportunities. The role is critical to TCP, as the grocery channel represents approximately 40% of our Gross Revenue with significant growth opportunities. In order to accelerate growth with existing and new categories, this role will be responsible for elevate our strategic partnership with our top 15 grocery accounts, identifying new growth streams and managing day to day business with this critical channel.

Top dimensions :

• Geography : US
• Complexity of the role : Responsible for ~$135MM in GSV in the grocery class of trade. Includes both national and regional customer base.
• Type of Role : People Manager
• Direct Reports : 4
• Primary Stakeholders : Field Sales, Marketing, Finance, Retailers

What are the Key Deliverables in this role ?

Financial Outcomes

• Deliver Profitable Sales Growth: Achieve sales objectives, volume growth, market share growth and distribution expansion, via profitable sales tactics and execution of plans in the grocery class of trade for existing and new categories.
• Category Management Mindset: leverage data and insights to understand sales trends/opportunities and influence development of customer strategies across portfolio of brands to deliver short- and long-term growth.

Customer Service

• Customer Centricity: Be customer obsessed and point of daily contact on addressing and managing all critical business needs and objectives. Network and build deep relationships cross functionally within the grocery class of trade order to strengthen Tata relationship and influence.
• Joint Business Partnership: Partner with VP of Sales, Director of Sales Strategy and retailer to establish and elevate strategic joint business plan in all categories including 1-3 year strategic plans.

Internal Processes

• Sales Fundamentals: Demonstrate strong command and control of the business and operational needs including forecasting for S&OP and Trade Management. Leverage data and analytics to understand sales trends and market conditions to share and influence internal cross functional partners.
• Operational Efficiency: partner with supply chain team to create mutual value in logistics, reducing non-working spends while delivering stronger customer performance.

Innovation and Learning

• New Category Expansion: identify and unlock growth against multiple streams in new categories, partner with Sales Strategy and Marketing to execute best-in-class go to market strategy.
• Omni Channel Management: partner with eComm team to develop strategies/tactics with grocery customers that unlock Ecommerce growth across categories and are aligned with retailer priorities.

What are the Critical success factors for the Role ?

• Bachelor’s degree Required.
• 10+ years’ experience in CPG Sales with combination of both direct selling and internal sales (Trade/Category Management/Sales Strategy).
• 2+ years’ experience managing a team larger than three members.
• 2+ years’ experience working with Kroger & Publix preferred.
• Demonstrated strong sales fundamental experience (Forecasting, TPM Management, S&OP).
• Category Acumen, experience in syndicated/POS data sources (Nielsen and 8451,) and ability to create clear and compelling stories.
• Strong Financial and Trade management experience, understand RGM principles, TPM Management, Promo Analysis and experience creating and managing pricing/promo strategies in highly promoted categories.
• Exceptional business acumen with emphasis on best-in-class- go to market experience.

What are the Desirable success factors for the Role ?

• Ability to thrive in fast paced highly promoted retail environment.
• Analytical and problem-solving abilities, with a focus on delivering actionable insights and innovative solutions.
• Strong Communication and leadership skills with ability to manage stakeholders on both short/long term vision and sales strategies across team and organization.
• Strategic and pro-active with interpersonal skills and an ability to influence Senior leadership levels within the organization.
• Commercially astute with a strong business sense, attention to detail and excellent problem solving / analytical skills.

What does Tata Consumer Products offer you?

• 11 Federal Holidays / 3 Weeks Vacation / 2 Floating Holidays Per Year / 2 Volunteer Days
• Medical, Dental, Vision
• 401K Match up to 4%
• Employee Referral Bonus
• Employee Discount on Local & National Retailers
• Premium Subscription to Wellness App

We are obsessed about keeping Consumers & Customers first in our hearts – that’s why we are here !

We are trailblazers in executing with Excellence … Together as One Team

We take Ownership of our business …delivering value for our Stakeholders .. no Compromises

We are Open to Continuously improving … Continuously innovating … For Better

We live & breathe our Tata Code of Conduct !