Job Description

Assistant Manager - National Role - FMCG/FMCD/ Consumer Goods

- We are in the process of sourcing an Asst. Manager Sales (National) for the ITC Limited.
- Kindly note that ITC maintains batch parity. Premier Institute Post Graduates from batches 2019/ 20/ 21 may apply.

- Position will be based at Chennai (Headquarters of Educational and Stationery Products.

About ITC :

ITC is one of India's foremost multi-business enterprise with a market capitalization of US $ 40 billion and a turnover of US $ 8 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50' and the World's Most Reputable Companies by Forbes magazine and as 'India's Most Admired Company' in a survey conducted by Fortune India magazine and Hay Group.

- ITC also features as one of world's largest sustainable value creator in the consumer goods industry in a study by the Boston Consulting Group. ITC has been listed among India's Most Valuable Companies by Business Today magazine. The Company is among India's '10 Most Valuable (Company) Brands', according to a study conducted by Brand Finance and published by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by Business Week.

ABOUT CLASSMATE :

- Classmate, by ITC, was launched in 2003 as a complementary notebook brand to Expressions Greeting Cards. By 2007, it grew into INDIA'S NO.1 NOTEBOOK BRAND-. It has since been committed to providing high quality stationery products that are a result of a deep understanding of our consumers, thoughtful ideation, innovative designs and superior craftsmanship! The Classmate range of products includes NOTEBOOKS, PENS (ball, gel, roller and fountain), PENCILS (mechanical and wood-cased), MATHEMATICAL DRAWING INSTRUMENTS, ERASERS, SHARPENERS and ART STATIONERY (wax crayons, colour pencils, sketch pens and oil pastels).

- The Classmate philosophy is simple: Everyone is born unique. Classmate stands for the celebration of this uniqueness within every individual to ensure that the seed of originality does not get lost. Classmate encourages its users to nurture their true talent, follow their true calling and become whatever they truly want to be.

- Classmate aids in this by offering high quality products that are affordable. After all, in the right hands, a pen can be much more than a pen, and a notebook can be a window to the world. As a partner and friend to children during their most important years, Classmate attempts to create an environment for them to learn and grow in, as they write their own futures, encouraging them to, 'Likho Apna Kal!

ROLE PROFILE :

JOB TITLE : ASSISTANT MANAGER- INSTITUTIONS

(Kindly note that Institutional Sales Experience is not mandatory for this role. However, it is important that the person is handling a large team of subordinates.)

RESPONSIBILITY LEVEL: 5

REPORTING RELATIONSHIP : 1st Appraiser - MANAGER - ALTERNATE TRADE

2nd Appraiser - NATIONAL SALES MANAGER

PURPOSE OF THE JOB :

- Drive business growth in line with agreed plans. Develop & implement the National Institutional Plans in line with the overall Institutional strategy.

- Input in the development and implementation of School & Other institution Strategy. Custodian of the Pricing structure for Institution sales.

KEY FOCUS AREAS :

- Business Development & Sales Focus

- Inputting into and ensuring implementation of National Institutional Plans

- Relationship management at all levels of the Institution Implementation

- Prospecting Institution Suppliers

- Prospecting Potential Direct leads

- Category Knowledge

- Market Intelligence

- Customer Business Development

PRINCIPAL ACCOUNTABILITIES :

- Business Development & Sales Focus

- Ensure rigorous and constant monitoring of performance against planned sales objectives of each Institution

- Assist in the same for all National Institutions

- Maximize tapping of Institution and add multiple category sales

- Inputting into and ensuring implementation of National Institutional Plans

- Plan Inputs to Institution through dialogue and engagement activities

- Monitor the impact of planned inputs on business performance outcome by Institutions by geography, in order to identify the critical inputs for recalibration where required, across:

- Promotions calendar & input Plan

- Supply Chain Processes

- Ensure development and implementation of institutional plans flowing from defined objectives for each institution as per their need.

- Relationship management at all levels of the Institution

- Build relationships across the Institution hierarchy to facilitate interface between ITC managers and Organizations.

- Build Relationship with School/Institution Suppliers & crack more institutions

- Develop and ensure adherence to a contact matrix across levels.

- Formulate a communication strategy and promote consistency of understanding in the internal organization across all contact points and across time.

- Anchor uniformity of understanding between the internal and the Institutions hierarchy in all operational areas.

Develop Ability to influence in the areas of :

- Purchases

- Logistics Management

- A/C Receivables

- Prospecting Institution Suppliers / Potential Direct leads

- Account prospecting , activation and retention across multiple segments in a planned manner

- To possess a complete territorial knowledge, & Prospect new institution suppliers

- Knowledge of brands, prices, margins and activities of both own products and competition offers in institutions.

- To develop superior relations with key contacts of institutions.

Category Knowledge :

- Continuously acquire knowledge / understanding of industry / market construct and trade / consumer behavior to enable development of effective plans

- Continuously acquire and update knowledge / understanding of competition players and practices

Market Intelligence :

- Scan and provide timely feedback on new institutions openings, new Key School Suppliers, Change in institution ownership / management, etc.

- Developing system for capturing and reporting competitor institutional activity information for all relevant categories-prices, new launches, margins, etc.

Customer Business Development :

- Adequate working capital to meet current & future investment needs from the suppliers/WD

- Assist customers in Providing solution on complete Stationery range availability

KEY SUCCESS FACTORS :

- Sales Value Growth as planned

- Achievement of S&D objectives and Institution converts as planned

- Maintaining set of Institutional relationships

- Interfacing with Key Customers current and potential,

- Implementing, the annual activation calendar, supervision of roll-out and tracking performance

INTERNAL LINKAGES : NSM / RSM- ESPB/ Asst. Manager/ Head of Sales & Marketing, Channel Development Manager, Finance Manager, Supply chain & Logistics manager, & Brand Manager, AM/ AE-ESPB

EXTERNAL LINKAGES : Key Suppliers / WSP / Government Agencies/ Direct Institutions