Cargill Route to Market Manager in Gurgaon, India

Route to Market Manager

Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 155,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.


Position Purpose & Summary :

To plan and execute the GTM of the North & East across channels (Consumer pack & TINS)

  • To plan distribution and create a execution plan .

  • To measure and deliver the plan closely working with various other sales functions.

  • To measure top 50 customers on distribution , volume .

  • To measure HUB & Spoke drive distribution and volumes

Principal Accountabilities :

•Responsible for achievement of distribution on Quarterly, half yearly and yearly basis for the region

-Coordinate, evaluate and ensure that the sales managers are achieving the sales targets are met.

-Monitor monthly targets by reviewing the metrics of distribution on a weekly basis and assess the regions for target distribution accomplishment.

-Suggest ways of achieving the target distribution for the region by analyzing the factors such as lack of distribution outlets, lack of infrastructure in terms of manpower, distributors etc

-Be an integral part of all sales meetings and conferences at the regional level to provide insights on the distribution agenda to the sales team or the distributors.

-Work with the regional training manager and the national training manager in delivering training in the smaller towns if required.

•Manage distribution objectives and volumes of Hubs

-To manage the target outlet reach and town reach

-Analyze and suggest to the area sales manager(s), regional sales manager(s) and zonal sales manager(s) on where and for which city should the distributors be appointed and for which group of smaller towns should hubs be appointed.

-Monitor monthly targets of the hubs and guide the hubs towards achieving the monthly target distribution.

•Measure top 50 customers across North & East on agreed distribution & volumes and develop a JBP

-The top 50 customers to be measured on the basis of the contribution towards the distribution accounting upto 35%

-Engage with the top 50 customers on a regular basis to establish good customer relationships for ensuring retention.

-Develop a joint business plan with the customers to define the expectations of the organization from the customer in terms volume and infrastructure such as outlets and power


Required Qualifications :

  • FMCG –Distribution experience

  • Minimum 5 years experience

  • North Geography knowledge.

  • Experience in Food , staples , packaged food business preferred: Beverages

  • Systematic Execution capabilities and open to new ideas

  • Communication skills

  • Experience in working in agile scenarios

Preferred Qualifications :

  • MBA (preferred)

  • Customer management.

  • Ability to spot opportunities.

  • Channel management skills.

  • Good communication and planning skills.

  • Ability to manage lateral relationships to get work done.

  • Positive & optimistic approach

Job Sales

Primary Location India-HR-Gurgaon

Schedule Full-time

Job Type Standard

Shift Day Job

Req ID: GUR00459