Position Title: Executive - Sales Operations & Trade Marketing (FS)
Position Type: Regular - Full-Time
Position Location: New Delhi
Requisition ID: 33063
We are passionate about food. But we're even more passionate about our People!
Primary Purpose of Role
Responsible for the effective channel and category strategy and understanding of market execution in India enabling Regional Sales Managers and Business Head to execute said strategies in the most efficient way resulting in sustainable profitable growth. This role includes co-ordination with sales and marketing.
Roles and Responsibilities & Key Deliverables
Head
Pillar
Description
Environment Understanding
Channel Strategy & Market Penetration(P2)
Map and understand key segments in the Indian Foodservice (FS) market, identify gaps, and create strategies to penetrate new opportunities.
Track and monitor new operators, sales progression, and NMEU/RMEU/IO metrics for each region, providing insights post-Trade Marketing (TM) activations.
Leverage Route-to-Market (RTM) understanding to monitor business metrics such as product mix, operator billing frequency, and initiatives in Cash & Carry and Wholesale channels.
Optimize trade and marketing spends by environment/segment, aligning with business objectives and operator needs.
Category Development & Occasion-Based Activations(P2)
Create and implement an occasion framework by environment, linking relevant products to specific occasions (e.g., festive seasons, IPL) and designing effective activation strategies.
Develop operator-specific support plans, including trade/marketing spends, ensuring adherence to budgets and smooth distributor claims handling.
Manage national promotions aligned with business priorities, from coordinating with agencies to printing, dispatch, and deployment (e.g., French Fries Week, New Year offers).
Organize and execute participation in industry events (e.g., Aahar, IFF, Indus Foods etc.) within allocated budgets.
Monitor and manage artwork design/customization while ensuring adherence to brand guidelines and smooth agency coordination.
Trade Marketing
Budget & Process Management(P3)
Track trade marketing budgets, forecasting for both annual and strategic planning cycles.
Establish and monitor processes for kiosk management and online delivery channel optimization (e.g., Zomato/Swiggy) to enhance menu presence and operator engagement.
Execute cost-effective consumer promotions to boost Volume per Operator (VPO) and track redemption rates for efficiency.
Develop dashboards to track TM reports and measure the ROI of activations, analyzing metrics like incremental volumes, numeric distribution, and spends.
Sales Operations Support
Market Expansion & Performance Monitoring(P1)
Collaborate with sales teams to identify opportunities in new towns and markets, driving strategies to expand market reach.
Conduct periodic performance reviews of primary and secondary sales, analyzing trends across regions, channels, and product categories.
Assess performance by Area Sales Managers (ASM) and Business Development Executives (BDE), focusing on market coverage, distribution targets, and product mix optimization.
Monitor new distributor onboarding, town expansion, and New Product Development (NPD) performance to ensure alignment with growth objectives.
Ensure compliance with visit frequency and service standards, tracking execution consistency across all regions.
Trade Investment, Claims Management(P1)
Plan and allocate trade investments by Route-to-Market (RTM), ensuring optimal use of budgets across regions.
Track and report trade discounts, allowances, and investments monthly by RTM and region, identifying trends and opportunities.
Manage distributor and wholesale claim processes, working closely with sales and finance teams to ensure timely claim settlements.
Develop Standard Operating Procedures (SOPs) for claim management, improving efficiency and transparency in distributor and trade partner interactions.
Coordinate with finance teams to streamline claims processing related to trade marketing and operator support.
Knowledge/Experience
To effectively perform in this job the position holder must have:
2 years + of sales experience in FMCG
Relevant experience in same or similar space
Professional/ Technical Competencies
- Excellent communicator - both written and verbal, Interpersonal, influencing skills, strong analytical skills.
Apply Now if you are looking to be part of a flourishing and energetic environment! Join a recognized brand known throughout households across the globe!
McCain Foods is an equal opportunity employer. We see value in ensuring we have a diverse, antiracist, inclusive, merit-based, and equitable workplace. As a global family-owned company we are proud to reflect the diverse communities around the world in which we live and work. We recognize that diversity drives our creativity, resilience, and success and makes our business stronger.
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to meet your needs.
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Job Family: Marketing; Sales
Division: India
Department: Sales Operations and Strategy
Location(s): IN - India : Haryana : Gurgaon
Company: McCain Foods(India) P Ltd
