Market Manager
Hindustan Unilever Limited (HUL)
مجموع سنوات الخبرة :19 years, 8 أشهر
Route to
Responsible for managing Home Care, Personal Care and Foods & Refreshments businesses for North Tamil Nadu including Chennai
Metro, Pondicherry, and Andaman & Nicobar Islands, through a network of 55+ Distributors spanning 30, 000+ Stores in General Trade.
Managed a team of 16 General Trade Executives and 2 Channel Specialists.
Largest sales area in South Branch, with an annual sales turnover of 900 Crores and the largest sales area nationally for Foods &
Refreshments with an annual sales turnover of 240 Crores.
Key responsibilities:
* Sales Planning: Responsible for strategic sales planning, delivering overall growth and market share for the area. Quick
identification of shortfalls and/or opportunities in activities and sales and subsequent remedial actions.
* Performance Management: Performance of the total allocated team and its individuals, striving to improve team productivity
and significantly surpass agreed sales and other KPI targets.
* Managing Stakeholders: Collaborating with Supply Chain Planners, Brand & Trade Category Managers, and Sales Operations
Manager to secure strategy implementation outlined for meeting annual growth plans.
* Coaching & Team building: Onboarding new recruits, acting on non-performers - coaches, counsels, supports, and when needed,
terminates. Accountable for continuous improvement of team selling skills and product knowledge. Building and fostering a team
culture that values, recognizes and generates a business oriented, customer focused high performance.
Key contributions:
* Designed and implemented a road map for Chennai Metro distribution model in 2015 that was based on the optimal size of a
distributor, strategic locations in City, and identifying key geographies that have higher growth potential.
* Restructured the trade mix for laundry bars combined with a renewed Sales pitch for Tamil Nadu that led to a delivery of 1.3
times volume in a month.
* Developed and piloted a Self-Service Store Programme in 250+ Stores Chennai & Coimbatore, based on the store footprint,
shopper and category insights. This involved deployment of visibility assets, planogramming and promoters in stores.
A Health & Family Welfare Ministry
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