Retail and consumer - Manager

We are hiring an experienced Consulting profession for Retail and consumer goods domain with Tier 1/2 MBA

Professional and educational background

• Preferred consulting background (Big 4 Manager / Senior Consultant level; Accenture Strategy, A&M, or ATK - Analyst or consultant level)
• Relevant work experience 6+ years, preferred 1 years minimum of consulting experience.
• Prior experience in the Retail & Consumer sector (R&C) across offline & channels (Food & beverages, Beauty & personal care, Agri-commodities, Consumer Durables, Big Box retailers, Brown Goods)- either as a management consultant or as an industry professional
• Education from Tier I campuses - IIM A/B/C/L/K/I, ISB, SPJIMR, XLRI, MDI, FMS. If Tier II – Other IIMs, IITB VJSOM / XIMB / NMIMS / IMT Ghaziabad / SIBM / SCMHRD

Core skills & behaviors:

The ideal candidate will possess a strong understanding of the retail & consumer sector (R&C) across offline & channels (Food & beverages, Beauty & personal care, Agri-commodities, Consumer Durables, Big Box retailers, Brown Goods), including emerging trends, challenges, and opportunities. They will have a proven track record of developing and executing successful business growth projects for retail & consumer companies. The candidate will work with our clients to identify their strategic business transformation goals and develop comprehensive plans to achieve them. Key skills that will enable this include:

1) Business Acumen to drive actionable outcomes for clients with the latest industry trends, innovations and disruptions, metrics and value drivers

2) An excellent, established track record for selling and delivering consulting engagements in R&C domain at the same time

3) Experience working with “C level” executive clients, with extensive experience in projects in which the primary stakeholder was the CEO; Chief Strategy Officer, Sales Head

4) Strategy consulting experience in Corporate Strategy; Growth Strategy, Market Entry Strategy, Operating Model Strategy, Business and Financial Model development, Value and investment case design, Productivity Uplift, Digital RTM – In the R&C Sector

5) Strategy experience in R&C Sector –Digital Sales Enablement, Offline RTM Transformation, Channel strategy, Pricing & Promotions, Distribution Network strategy, Online sales across D2C, marketplaces & Q-Com

6) Should have managed a team of min 2-3 members in previous experience.

7) Business/ Industry experience in broad based general management in blue chip R&C organizations with background in sales/ marketing

8) Able to navigate ambiguity and able to structure analyses for complex problem statements and drive teams to generate insights and solutions.

9) Willingness to stretch, high learning agility (comfort with learning at speed) and can-do attitude.

10) Willingness to travel and execute projects on site.

Job Profile:

• Work with clients to identify their strategic goals and develop comprehensive plans to achieve them.
• Conduct feasibility studies to evaluate new business opportunities and identify strategic business transformation opportunities and define the transformation roadmap
• Partner with CEOs and Sales & Marketing Heads to architect future proof operating models embracing the sector powered by transformational technology, ecosystems and analytics in manufacturing domain
• Prepare and deliver presentations to clients to communicate strategic plans and recommendations.
• Monitor industry trends and keep clients informed of potential opportunities and threats.
• Participate in the development of thought leadership content, including white papers and presentations, on telecommunications industry topics.

Work experience areas:

• Channel Expansion and Effectiveness: Robust channel management operating model understanding, defined customer promise, redesigned org. structure, KPIs, identification/ shortlisting/ finalization of potential distributors/dealers with on-boarding and stabilization.
• RTM Strategy design and execution: VoC execution with customer segmentation and value proposition design, Define RTM strategy with operating model construct
• Growth Strategy: Conduct market research and analysis to identify trends and opportunities in the key R&C sub-sectors. Define market strategy based on relevant market characteristics, identify datasets, create target segments
• Sales execution: Drive sales discipline in sales call execution, total calls, visit time, visit activities, productive calls, cadence.
• Sales training: Define and Conduct sales training at scale, training effectiveness evaluation.
• Trade marketing: Define and execute trade schemes, scheme planning and budgeting, scheme effectiveness evaluation (RoI), scheme disbursement and claims management.
• Sales org structure: Drive exercise to redesign sales org structure to align with strategic objectives of depth or extraction.
• Channel Partner RoI: Good understanding of channel partner RoI and develop ideal business case
• Sales Technology: Good functional understanding of new tools in Sales Technology – SFA, DMS, CRM etc.
• Sales Analytics: Ability to do RCA on sales data, come to conclusions and then design & implement interventions across the value chain