Job Roles - Sales Coach (Individual Contributor) Location - Nagpur Job Overview The Sales Coach is responsible for driving field sales effectiveness by mentoring and coaching new and underperforming Territory Sales Officers (TSOs) and Area Sales Officers (ASOs). The role ensures seamless onboarding, structured induction, and ongoing capability development to enhance sales performance. The incumbent will work closely with Business Territory Managers (BTMs) and frontline sales teams to improve sales execution, process adherence, and overall productivity Essential Qualification Bachelor's degree in Business Administration, Marketing, Sales, or a related field MBA preferred but not mandatory Relevant Experience Minimum 5–7 years of experience in sales and field coaching, preferably in FMCG, Consumer Healthcare, or a related industry Proven track record in training and mentoring sales teams to drive performance Strong understanding of sales processes, market dynamics, and retail distribution Key Roles/Responsibilities Field Coaching & Sales Performance Improvement Conduct Joint Field Work (JFW) per month with newly joined and low-performing TSOs/ASOs. Drive improvement in Process Parameter Incentives. Build capability of FF ( capability index ) Induction & Onboarding Support Support BTMs in executing ideal induction programs for new TSOs/ASOs Training & Capability Building Conduct capsule training sessions for low-earning TSOs/ASOs within the designated area to improve their sales knowledge and effectiveness Drive measurable improvement in knowledge test scores of trained employees Monthly Knowledge Test Compliance & Performance Ensure 100% completion of monthly knowledge tests assigned to TSOs/ASOs in the designated area Monitor and drive 80%+ pass rate in the first attempt for all participants on Enthraltech Show more Show less

The incumbent will be responsible to analyze financial and management information, prepare business plan, provide tools for strategic decision making, plan and evaluate new business proposals, handle daily MIS, assist Business Heads to ensure that business decisions are directed to meet financial goal, ensure financial hygiene in business verticals, effective distributor management & manage internal controls & processes including audits. Will report to VP Finance Education: CA EXPERIENCE: •Minimum 8 to 10 years of post qualification experience in pharma, consumer, OTC, FMCG , Ecommerce companies •2 to 3 years of exposure to ecommerce business •Good knowledge of financial/business processes •Good interpersonal skills, good analytical skills •Experience in SAP FICO module •Proficient in Excel , PowerPoint (mandatory) Key Roles/Responsibilities: Financial Analysis and Reporting •Issue, timely and accurate reports on receivables, in prescribed format, after obtaining explanations from Sales for outstanding amounts beyond the norms, overdue outstanding, etc. •Analyze and disseminate various business indicators through reports like variance analysis, trend analysis, etc. •Prepare the detailed financial and budgetary plans for the Business within the broad planning direction •Track provisions and spends against budgets for Ecommerce business •Approve claims from ecommerce distributors •Ensure that all risks and opportunities are taken into account during planning •Challenge the expense levels and suggest alternatives to ensure better use of budgetary discipline, cost reduction & introduction of new products •Report on exceptions in discounts, credit notes along with corrective actions, initiating various ideas on its reductions. •Provide knowledge support to the Financial Accounting team •Maintaining and regulate product price control, ensuring GST, DPCO and other financial regulatory compliances. •Maintain credit control as per credit policy Scrutiny of new distributor appointments, accounts reconciliations •Co ordination with CFA for ensuring proper accounting of sale returns, discounts, schemes, credit notes, chq bounce etc •Handling the statutory audit and Internal audit of the business; •Coordinating with Zonal & Area sales teams for sales related MIS. •Developing, maintaining/establishing of the internal control system; •Liaisoning with internal stakeholders like GBSS to ensure correct accounting of entries; on time payment to vendors Maintain Systems and provide information support •Establish and maintain Systems and Controls, Which verify the integrity of all systems, Process and data, and enhance the divisional value. •Support information requirements for decision making by ensuring documentation and robust system •Maintain an enterprise wide analytical MIS pack which helps the Senior Management in monitoring the key KPIs across the business Demonstrate Business Acumen and Strategic capability •Plan key business initiatives for the Company to achieve projected KPIs by providing strong support to the management •To actively spot key trends, opportunities and performance levels •Provide directions to the business through strong risk management and information system •Assist Business Head in ensuring that business decisions are directed to meet financial goal •Analyze viability of new business opportunity Interact with other departments in supporting business decisions. People Management and Development •Lead, recruit, grow and retain high caliber talent to build competent teams. •Empower team members to move across existing opportunities and take on responsibilities independently Show more Show less

EXPERIENCE: Minimum 8 to 10 years of post qualification experience in pharma, consumer, OTC, FMCG , Ecommerce companies 2 to 3 years of exposure to ecommerce or modern trade business Good knowledge of financial/business processes Good interpersonal skills, good analytical skills Experience in SAP FICO module Proficient in Excel , PowerPoint (mandatory) Key Roles/Responsibilities Financial Analysis and Reporting Issue, timely and accurate reports on receivables, in prescribed format, after obtaining explanations from Sales for outstanding amounts beyond the norms, overdue outstanding, etc. Analyze and disseminate various business indicators through reports like variance analysis, trend analysis, etc. Prepare the detailed financial and budgetary plans for the Business within the broad planning direction Track provisions and spends against budgets for Ecommerce business Approve claims from ecommerce distributors Ensure that all risks and opportunities are taken into account during planning Challenge the expense levels and suggest alternatives to ensure better use of budgetary discipline, cost reduction & introduction of new products Report on exceptions in discounts, credit notes along with corrective actions, initiating various ideas on its reductions. Provide knowledge support to the Financial Accounting team Maintaining and regulate product price control, ensuring GST, DPCO and other financial regulatory compliances. Maintain credit control as per credit policy Scrutiny of new distributor appointments, accounts reconciliations Co ordination with CFA for ensuring proper accounting of sale returns, discounts, schemes, credit notes, chq bounce etc Handling the statutory audit and Internal audit of the business; Coordinating with Zonal & Area sales teams for sales related MIS. Developing, maintaining/establishing of the internal control system; Liaisoning with internal stakeholders like GBSS to ensure correct accounting of entries; on time payment to vendors Maintain Systems and provide information support Establish and maintain Systems and Controls, Which verify the integrity of all systems, Process and data, and enhance the divisional value. Support information requirements for decision making by ensuring documentation and robust system Maintain an enterprise wide analytical MIS pack which helps the Senior Management in monitoring the key KPIs across the business Demonstrate Business Acumen and Strategic capability Plan key business initiatives for the Company to achieve projected KPIs by providing strong support to the management To actively spot key trends, opportunities and performance levels Provide directions to the business through strong risk management and information system Assist Business Head in ensuring that business decisions are directed to meet financial goal Analyze viability of new business opportunity Interact with other departments in supporting business decisions. People Management and Development Lead, recruit, grow and retain high caliber talent to build competent teams. Empower team members to move across existing opportunities and take on responsibilities independently

Chief Manager Customer Marketing will be part of the sales Development team, responsible for leading customer marketing strategy focusing on offline channels. This role requires the incumbent to develop Trade Marketing plans for Littles, Lacto and other advertised brands collaborating with sales and marketing team. The incumbent will develop Consumer/shopper decision trees and tools to impact the execution of our brands instore across the Channels of General Trade Chemist, General Trade Relevant non Chemist , Modern Trade, Supermarket and to win by Channel and enhance brand presence across key retail partners and achieve targets for the brands handled. Drive market share growth for the brands. Develop NPD launch strategy along with the marketing organization and help develop trade launch strategy and ensure on time launch completion. EXPERIENCE: 6 to 9 years of total experience with at least 2 4 in customer marketing or sales development or regional key account management. Proven high performer as an Area Manager and Regional Key Account/Regional Customer Marketing/Central KAM/Central Customer Marketing. Strong experience in designing and executing customer marketing strategies that drive retail sales and a good understanding of managing Trade Spend and ROI Knowledge of developing Consumer Decision Tree and Local Success models by each Channel Demonstrated success in working cross functionally with sales, trade marketing, and brand teams Experience in managing retail partnerships, promotional planning, and performance analysis Key Roles/Responsibilities Lead and implement customer marketing strategies and programs to drive business growth in the offline channels Collaborate with the sales team to identify key growth opportunities and develop tailored marketing programs aimed at enhancing customer engagement, improving sales, and increasing brand penetration at retail Design and execute innovative in store promotional campaigns, activations, and trade marketing strategies to increase product visibility and sales at key retail partners Manage customer marketing budgets and resources effectively to ensure the best use of available spend for maximum ROI Develop strong relationships with key retail partners and collaborate on joint business plans, promotional initiatives, and sales growth strategies Leverage customer insights, data analytics, and sales performance to refine strategies, optimize trade programs, and evaluate campaign effectiveness Oversee the creation and distribution of marketing assets, such as point of sale materials, digital content, and merchandising tools, to support retail campaigns Monitor competitor activities and industry trends to identify opportunities for differentiation and continuous improvement in customer marketing efforts Conduct regular training sessions for internal teams and retail partners to ensure proper implementation and execution of marketing initiatives Evaluate the performance of marketing programs through KPIs, sales tracking, and post campaign analysis to ensure continuous optimization and effectiveness

This position is responsible for closely working with Area managers team, marketing/brand team and other stakeholders for managing individual chains/accounts/regions for driving sales of Ecommerce vertical. Key responsibilities will include Planning, Off takes , Relationship development, Team Management Will report to General Manager Ecommerce Will have 1 - 2 reportees EXPERIENCE: •Minimum of 7 to 10 years of experience in handling online channels with reputed FMCG/OTC •Strong understanding and work experience with Amazon and Quick commerce accounts •Must have worked with some key known brands in E Com Space •Strong understanding and execution capabilities with Ecommerce marketplaces account Key Roles/Responsibilities Planning • Developing the sales and marketing plan fore commerce for assigned portfolio. AOP and QOP • To initiate and manage all margin negotiations Off - takes • Ensuring monthly, quarterly and annual off take • Engage consumer with right product mix, consumer pricing, promotion visà vis competition • Own new launches and performance by listing in time, visibility campaigns, offtakes Relationship Management • To ensure monthly, quarterly and annual sales action plan ( JBP ) is aligned and closed with the channel partners along with marketing plan • To handle all margin negotiations, tot closure, revenue, campaign planning and collections. • To work closely with support teams (finance, marketing, and SCM) and ensure adherence to processes managing the relationship with market place marketing agencies to develop strategy • Ensure adherence to TOT by both ecommerce team and portal Monitoring and reporting • Ensuring monthly, quarterly and annual primary sales through KAM • Monitor and analysebusiness performance versus plan; sales, expenses, new listing, margin, forecasting accuracy • Budget allocation to team • Monthly review and develop action plans for performance Campaigns on AMS and FK account • Plan marketing activities • Maintain and Manage yearly calendar of activities/campaigns • Ensure campaigns creation and execution in time Performance measurement of investments • Deliver the planned outcome and ACOS/ ROI attributed sales • Control and efficiently deploy budget for brand building across the portals • Intervene to change campaigns/ bidding as per competition activities keeping budget under control Advertisement innovations to drive performance • Observe evolving marketing trends on ecommerce and experiment to maximize the returns on investments Insights from performance of promotions and advertisement • Track performance of marketing activities/ campaigns across the portals • Build insights on campaign performance and suggest actionable point

Job Overview The National Trade Marketing Manager will be part of the Sales Development team, responsible for leading customer marketing strategy focusing on offline channels. This role requires the incumbent to develop Trade Marketing plans for Littles, Lacto and other advertised brands collaborating with sales and marketing team. The incumbent will develop Consumer/shopper decision trees and tools to impact the execution of our brands instore across the Channels of General Trade Chemist, General Trade Relevant non Chemist, Modern Trade, Supermarket and to win by Channel and enhance brand presence across key retail partners and achieve targets for the brands handled. Drive market share growth for the brands. Develop NPD launch strategy along with the marketing organization and help develop trade launch strategy and ensure on time launch completion. Key Stakeholders: Internal Sales Team/Brand Marketing Team Sales Development Team(Training/SD) Key Stakeholders: External Retailers & Customers (all channels) External Agencies Reporting Structure:- Head of Sales Development Experience Minimum of 6-9 years of experience in customer marketing or sales development Proven high performer as an Area Manager and Regional Key Account/Regional Trade Marketing/Central KAM/Central Trade Marketing. Strong experience in designing and executing customer marketing strategies that drive retail sales and a good understanding of managing Trade Spend and ROI Knowledge of developing Consumer Decision Tree and Local Success models by each Channel Demonstrated success in working cross-functionally with sales, trade marketing, and brand teams Experience in managing retail partnerships, promotional planning, and performance analysis Key Competencies:- Strategic thinking with a data-driven approach to decision-making and campaign optimization Strong leadership, team management influencing skills with the ability to drive cross-functional collaboration Excellent relationship-building and negotiation skills with key retail partners Proficiency in analyzing customer insights and sales data to inform and optimize marketing strategies Strong project management skills, with the ability to manage multiple campaigns simultaneously while meeting deadlines and budget targets High attention to detail, ensuring flawless execution and operational efficiency in all customer marketing initiatives Ability to adapt and remain agile in a dynamic retail environment and rapidly changing market conditions Strong communication and presentation skills, with the ability to influence and engage stakeholders at all levels Key Roles/Responsibilities Lead and implement customer marketing strategies and programs to drive business growth in the offline channels Collaborate with the sales team to identify key growth opportunities and develop tailored marketing programs aimed at enhancing customer engagement, improving sales, and increasing brand penetration at retail Design and execute innovative in-store promotional campaigns, activations, and trade marketing strategies to increase product visibility and sales at key retail partners Manage customer marketing budgets and resources effectively to ensure the best use of available spend for maximum ROI Develop strong relationships with key retail partners and collaborate on joint business plans, promotional initiatives, and sales growth strategies Leverage customer insights, data analytics, and sales performance to refine strategies, optimize trade programs, and evaluate campaign effectiveness Oversee the creation and distribution of marketing assets, such as point-of-sale materials, digital content, and merchandising tools, to support retail campaigns Monitor competitor activities and industry trends to identify opportunities for differentiation and continuous improvement in customer marketing efforts Conduct regular training sessions for internal teams and retail partners to ensure proper implementation and execution of marketing initiatives Evaluate the performance of marketing programs through KPIs, sales tracking, and post-campaign analysis to ensure continuous optimization and effectiveness Qualifications Masters degree in Business Administration, Marketing, or related field