Alternate channels is one of fastest growing channels, consisting of Modern Trade and CSD/Institutional

channels and emerging business of ecommerce. The teams engages across 20+ national and regional accounts
has implemented best in class processes for channel partners. In the past 2 years, the ecommerce channel
has emerged as future growth engine, delivering 3X growth and engaging with all market places and e-
grocers in our core as well as newer categories

The eKAM is a pivotal role in ecommerce team, working with set of key e-tailers & developing productive
long term relationships with them. This role is a part of Alternate Channels team based at Head Office
(Mumbai) and report into the GM-ecommerce.

Your role specifications

The key responsibilities for this role would include:

1.Understands business and is able to create & execute growth plans through systematic planning &
organizing
Identifies & quantify 'sources of growth' and build plans accordingly (Focus Areas & Enablers, Annual
Plan)
Effectively looks at both internal and external data sets to make robust growth plans
Identifies trends from the data, correlate business growth with market intelligence and come out
with required inferences
Develops an ability to plan and execute effective long range sales growth plan
Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment &
opportunity to gain/maximize sales from the channel
Manages accurate stock planning & logistics (Launch Estimates) and sales forecast at monthly level

1.Key Account Management

Understand retailer dynamics and engage with national and regional retailers to represent GCPL
brands strongly.
Work on a JBP with the retailer to freeze activation calendar, business plan for the qtr / year.
Explore additional events/opportunities for collaboration with the etailer on categories where were
strong.
Review performance monthly, ensure hygiene on commercials & fill rate and manage reconciliation
with retailers.
Ensure effective category management elements are effectively executed across all relevant e-
tailers
Develop online visibility plans in coordination digital and ecommerce objective of the brand.
Works closely with Brand, TMM, PSO, and Legal to meet both GCPL and Retailers objective and
resolve any conflicts, if any.
Firmly control terms of trade(TOT) negotiation with customers to create a win-win situation
Work closely with Brand digital Managers / Brand Managers to collaborate the work done on social
media sites, affiliates, search engine marketing etc, in driving awareness & adoption of GCPL
products in the e-commerce segment.

Skills required

Post Graduate degree (MBA) in Sales & marketing from a premier B-school
Total experience in the range of 2-3 years in Sales (General Trade or Modern Trade). Any experience
managing key accounts or online /digital business would be clear advantage
The incumbent should have strong influencing, negotiation & communication skills with ability to
develop people. You should be able to create business solutions, enabling and driving change.
Deep Analytical and critical thinking skills
Good interpersonal skills to navigate cross-functional teams
Able to work under pressure and meet deadlines
Capable of managing indirect teams
Proactive planning and priority setting skills
Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance
Highly consumer and customer - centricity
VALUE PROPOSITION:-

Post a successful stint in this role, there will be opportunities to continue in larger roles within
ecommerce team or move into trade marketing (category management) roles or brand/innovation
roles or opportunities with our international businesses depending on interest and aptitude of the
individual.