Tata Consumer Products

Account Executive

• Deliver Gross Sales Objectives: Maintain and develop assigned key account list, set yearly measurable goals and targets for distribution and volume tailored under the direction of the Regional Sales Manager.
• Utilize sales tools effectively to grow business, identify new opportunities, gain new placements, and track key initiatives.
• Maintain an accurate yearly promotional calendar across channels.
• Conduct routine discussions with the customer reviewing business and recommending opportunities that are mutually beneficial in delivering profitable sales.
• Identifies threats and opportunities in competing categories that could affect sales volume, market share, trade efficiencies and profitability to the company.
• Develop and maintain relationships with key buyers, decision makers & broker partners at assigned Key Accounts.
• Enter and submit new item paperwork and promotional submission forms under supervision of RSM.
• Responsible for sales forecasting and managing deductions (Financial Management) through internal Trade Promotion Management system.
• Provide monthly sales reports, and any other assigned reports to Regional Manager in a timely manner.
• Assist in the preparation for sales meetings, including but not limited to: editing presentation decks, analyzing data, coordinating sample requests, and sending follow-up e-mails as appropriate.
• Assist in selling additional merchandising to support trade promotions.
• Assist setup and execution for customer trade shows.
• Be available to travel within assigned territory to attend internal and customer focused sales meetings.
• Continuing to develop and enhance competencies through participation in learning and development workshops. These include, but not limited to training available at the local, regional, and national meetings intended to improve selling techniques, knowledge of the customer and company, and other business practices.

Sales Representative

Supply Chain

• Improve and maintain statistical forecast models to create accurate demand forecasts for all product categories
• Manage outlier detection, maintain base and promotional forecasts coming from TPM system into GIB
• Evaluate the results of the statistical forecast at customer, warehouse, package, material level and make the necessary adjustment to reflect the most appropriate demand forecast results
• Flag significant variances between statistical forecasts and RSM-entered demand plans to improve accuracy
• Proactively use trend analysis, forecast vs actual results and data input of volume by utilizing customer promotional calendars, history and current information
• Lead the demand planning meetings, prepare and present analysis
• Work with the sales and supply team to ensure that they’ve reached consensus upon a demand plan
• Challenge assumptions and provide data-driven recommendations
• Prepare and lead the monthly demand alignment meetings between Sales, Finance and Supply Leadership
• Navigate through complex business processes with understanding of upstream (commercial) and downstream (supply planning, manufacturing and logistics) implications
• Collaborate closely with Supply Planners to maintain up-to-date information on capacity, capability, supplier constraints in the supply network
• Own product lifecycle management and distribution tracker to ensure that any add/delete items are promptly updated in the system to avoid impacting forecast accuracy
• Ensure changes in Supply Chain (SKU/Material Intro and deletion, Distribution/Network changes) are managed end-to-end including forecast needs, re-alignment requirements of sales history, maintenance of planning tables and other master data fields in SAP
• Ensure the flow of customer specific demand plans through the planning process and enterprise software tools (TPM, GIB, Clearview etc.) and provide item specific input into the monthly S&OP process
• Contribute to continuous enhancement in the long-term demand planning process
• Continuously look for opportunities to improve processes, identify issues and provide recommendations for improvement
• Propose and implement solutions to improve demand forecast accuracy

Supply Demand Planner

Sales

• Collect, analyze, and synthesize sales, customer, and market data to identify trends, opportunities, and risks.
• Support the development of optimal product assortment for customers / channels by analyzing sales performance, category trends, and customer dynamics.
• Evaluate the effectiveness of promotional campaigns using pre/post analysis, ROI assessment, and shopper behavior data; recommend strategies for future promotions.
• Monitor competitor activities (pricing, assortment, promotions) through internal and external data sources; deliver actionable insights to enhance our competitive advantage.
• Build and maintain dashboards or reports that provide real-time visibility into key metrics for the sales strategy team.
• Partner with Sales, Marketing, and Finance teams to align insights and support strategic initiative including the 4P playbook and annual planning.
• Utilize in market data, trends, and insights, identify opportunities and deliver solutions that drive profitable category growth- shared with key internal stakeholders. Identify, Develop and Deploy 4P Playbook for Tea and Supplements categories to the sales teams across all Tata Brands.

Sales Representative

Supply Demand Planner

Sales Strategy Analyst