Manager - Pricing & Trade Promotion

At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns with three of these key strategic pillars, which is driving Strengthening & Accelerating our Core Business, Creating a Future- Ready Organization and Unlocking Synergies. The role is critical to TCP short and long term success, as this trailblazer will play a critical role in defining, evaluating, and developing trade/investment strategies that maintain competitiveness and profitably deliver growth within the US market across all categories. This role will ensure sales team is equipped with elevated trade management tools, pricing and promotion analysis that lead to optimization of trade spend and stronger ROI performance, which will ultimately enable growth of our challenger brands in a very competitive and highly promoted/price sensitive retail market/category.

Top dimensions:

• Geography: US
• Direct reports: 0
• Complexity of the role : Responsible for ~$80M trade budget including strategic deployment ,management and optimization of tools and spend to deliver profitable sales and share growth
•  Matrix Reports: NA
• Type of Role: Individual Contributor
• Primary Stakeholders: Field Sales, Marketing, Finance, Retailers

What are the Key Deliverables in this role ?

Financial Outcomes

• Lead Trade Strategy, Deployment, Activation: Partner with sales team to manage pricing and promotion strategies and  overall trade investment that delivers sales and share growth while improving financial shape and stronger ROI on spend in highly competitive and price sensitive categories.
• Trade Management and Analytics: Leverage data/analytics, TPM tool, and RGM principles to create and deliver elevated tools and processes that include post promotion analysis and trade spend mix across retailers. Partner with Sales team to identify optimization opportunities across customers that deliver profitable growth.

Customer Service

• Customer Segmentation Strategy: Through data and analytics partner with Sales Strategy Director to strengthen customer segmentation strategy that supports both growth in existing retailers and unlocks opportunity customers and channels. Understand and incorporate financial implications and requirements by channel to maximize growth potential by brand.
• Retailer Collaboration and Partnership: Partner with sales team to build and support optimized trade spend strategies and selling stories that deliver mutual growth for both the retailer and Tata Consumer Products.

Internal Processes

• Trade LE and TPM Management: Own TPM tool and partner with Sales Finance on internal Trade LE process- ensure accuracy of trade forecast from sales team and identify drivers of risk/variability and opportunity in support of  monthly, quarterly and yearly SOP processes.
• Sales Strategy: partner with sales strategy director as voice of sales internally to cross functional partners in all strategic initiatives including pricing strategies. Proactively communicate customer risks/needs in order to deliver short- and long-term company objectives.

Innovation and Learning

• New Category Expansion: Partner with marketing team to design, deliver, and drive best-in-class go to market trade strategy that is competitive and delivers profitable growth
• Elevate Tools and Process:  Be a champion of change, driving elevation of sales tools including trade management, TPM and RGM.

What are the Critical success factors for the Role ?

• Bachelor’s degree required.
• 5+ years’ experience in CPG Sales with combination of both direct selling and internal sales (Trade/Category Management/Sales Strategy).
• Demonstrated strong sales fundamental experience ( Forecasting, TPM Management, S&OP).
• Category Acumen, experience in syndicated/POS data sources ( Nielsen, Retail Link, 8451, etc.) and ability to create clear and compelling stories.
• Strong Financial and Trade management experience, understand RGM principles, TPM Management, Promo Analysis and experience creating and managing pricing/promo strategies in highly promoted categories.
• Exceptional business acumen with emphasis on best-in-class- go to market experience.

What are the Desirable success factors for the Role ?

• Ability to thrive in fast paced highly promoted retail environment.
• Analytical and problem-solving abilities, with a focus on delivering actionable insights and innovative solutions.
• Strong Communication and leadership skills with ability to manage stakeholders on both short/long term vision and sales strategies across team and organization.
• Strategic and pro-active with interpersonal skills and an ability to influence Senior leadership levels within the organization.
• Commercially astute with a strong business sense, attention to detail and excellent problem solving / analytical skills.

What does Tata Consumer Products offer you?

• 11 Federal Holidays / 3 Weeks Vacation / 2 Floating Holidays Per Year / 2 Volunteer Days
• Medical, Dental, Vision
• 401K Match up to 4%
• Employee Referral Bonus
• Employee Discount on Local & National Retailers
• Premium Subscription to Wellness App

We are obsessed about keeping Consumers & Customers first in our hearts – that’s why we are here !

We are trailblazers in executing with Excellence … Together as One Team

We take Ownership of our business …delivering value for our Stakeholders .. no Compromises

We are Open to Continuously improving … Continuously innovating … For Better

We live & breathe our Tata Code of Conduct !