IHRM ASSIGNMENT

JOB DESCRIPTIONS

Submitted by

DIWAS SAPKOTA

MBA IB

ROLL NO: 15
1. Godrej (Source: LinkedIn)

Job Description
Seniority Level
Associate
Industry
Consumer Goods
Employment Type
Full-time
Job Functions
Marketing Sales

This role is an integral part of the Finance team, which is focusing on GCPLs FUTURE
READY Finance Function. The incumbent would be collaborating with the brand
managers and the marketing team. The key objective for the incumbent is to ensure
support to the brands in profit delivery, timely analytics, financial / commercial / internal
controls which will contribute to GCPLs business growth.

Your role specifications

Lead the long range and annual operating plans for the brand/category
Partner in creating GODREJ brand playbook (GBP)
Partner in marketing mix modeling (MMM) to track A&P spends and roll out optimization
initiatives
Drive revenue growth management (RGM) to drive price led, mix led growth in the brand
/ category
Drive monthly / quarterly forecasting of brand / quarterly PL
Analyze reasons of deviation in brands / quarterly PL from AOP, forecasts and
implement actionable from the same
Build competition benchmarking platform to roll out actionable
Partnering in SKU wise pricing decisions
Managing ATL spends to ensure quarterly profitability and NC targets
Evaluation of consumer offers and trade offs
Responsible for Capital investment analysis, NPV and payback based on volumes
projections for capital increases and NPDs
Leading evaluation of NPD profitability
Actively partner in Replacement costing and simulation workings with brand managers
Partnering on decisions for lowering costs, eg. Bulk buying of commodities
Partner in decisions on geographic mix of SKUs and State wise working GCs and NCs.
Also involve in prioritization of markets.
 Skills Required
Excellent accounting knowledge
Good logical and analytical skills
Strong MS-Office working knowledge.
Excellent communication, presentation skills and ability to influence various
stakeholders.
Managing multiple stakeholders and timelines
Ability to multi-task and manage multiple priorities at the same time.

Education
Chartered Accountant
2-3 years of experience in brand/marketing finance
FMCG experience preferred

2. ICICI Bank (Source: Company Website)

Job Description

Sales Officer

Business Group: Retail Banking Group

Reporting To: Branch Sales Manager/ Branch Manager

Purpose of the Job

ICICI Bank offers a wide array of financial products like Savings Account, Current
Account and Salary Account etc. to its customers in both rural and urban markets. Our
Sales Officers are the first level of customer interaction who are responsible for creating
new client relationships as well as deepening our relationships with the existing clients
by offering them other financial products. All Sales Officers are assigned specific
product and a specific geography, wherein they can identify new customers for the
given product.

Job Responsibilities

v Generate new customer leads through various channels

v Proactively identify sales prospects and conduct business development activities
in the geography assigned
v Follow up on new leads and referrals to generate business
v Achieving the monthly sales targets, assigned to him/her, for various products
and services
v Cross sell assets and fee products
 v Follow the various internal guidelines and procedures of the bank
v Ensure customer satisfaction through regular engagement
v Resolve customer queries/issues and facilitate customer service
v Maintain periodic status reports, including daily activity report and calls/follow-ups
made

Key Competencies Required

v Passion (must take initiatives and not avoid targets)

v Socially Confident (able to start a conversation with new people easily and be
confident in the interaction)
v Perseverance & Resilience (able to make repeated attempts and bounce back
from setbacks, able to try new methods of engagement in case of a setback)
v Problem Solving & Closure (when faced with a problem, must be able to identify
and seek help from the right people without hesitation. Able to keep commitments
made to others and ensure that the task is complete)

Eligibility Criteria

Graduate in any discipline (Engineers & MBA not eligible)

Work-experience not mandatory
Less than 26 years of age

Selection Process

Short listing of CV
English Writing Test
Sales Profiler
One round of interview
English Writing Test and Sales Profiler are pre-interview stages, which can be
done online

Location:
Across India

Min Exp (yrs):

0.00

Max Exp (yrs):

4.00

Qualifications :
Graduate in any discipline
3. United Spirits - Key Account Manager (8-11 yrs)

Organization: United Spirits Limited

Position: Key Account Manager

Supervisor's Position: Regional Key Accounts Head

Department: Commercial

PURPOSE OF THE ROLE

This role is responsible for maintaining and driving the sales in the on-trade business in
their territory with the objective of building consumer preference and drive volumes

TYPICAL ROLE REQUIREMENTS

Qualification:

- Preferred MBA in Sales / Marketing

Experience:

- 8-11 years experience in sales in Alco-Bev or FMCG industry

- Prior experience of working with HORECA would be a bonus

- Could be from the hospitality sector

Knowledge & skills:

- Client Relationships

- Analytical & Data handling Skills

- Sales Planning / MIS knowledge

- Emphasizing Excellence

- Negotiation & execution skills

- Creative thinking

- Quick decision making skills

- Adapts to changes in environment & able to meet goals effectively in dynamic markets

Best Suited for someone who:

- Has a very strong service focus

- Believes in perfection when it comes to execution

- Wants to be in the premium end of the business

- Is more Urban/Metro/Headquarter oriented

- Has an interest in Premium/Luxury brands

- Passion for learning & interested in premium drinks/cocktail making

AREAS OF RESPONSIBILITY:

Commercial delivery:

Develop sales and marketing plans to build consumer preference and drive volumes for
achievement and growth in the territory

Conduct Outlet wise annual volume planning & phasing

Develop and monitor individual sales objectives on monthly / quarterly and annual
basis.

Ensure the NSV achievement in the territory is as per budget and maintain the right
brand mix.

Ensure Increase in Share of Business (Market Share ) across segments as per plan.

Relationship management:

- Maintain relationships with all the key accounts for ensuring overall pipeline & revenue
growth within channel and territory.

- Engage channels to close sales and deliver services thereby ensuring higher market
share.

- Work as SPOC for the organization and establish strong rapport with channel partners
to win confidence, anticipate needs and deliver appropriate product solutions
Strategic alliances:

- Meet the WOD targets of the brands by ensuring the availability of relevant brands &
variants on the outlets in the territory.

- Manage the new product launches in the regions and ensure all new products are
available & listed at the outlets

- Negotiate & finalize annual contract and terms of trade with key accounts in the
territory.

- Short list the outlets for Contracts & negotiate a win: win proposition in consultation
with the line manager

Execution & tracking:

- Responsible for on time and smooth execution of the activations as per marketing plan
by selecting the right outlets in the territory - Collaborate with the outlets for menu card
listing/availability in line with MSL/Price laddering

- Prepare reporting on the brand's performance, needs and forecasts.

- Ensure proper usage of brand and promotional elements and measure effectiveness of
consumer activations (ROS / M&E) in coordination with SCME

- Coordinate with 3rd party agency for execution of the activations / launch at the outlet.

Customer management & MIS:

- Make regular sales calls to designated on premise accounts as per PJP & beat plan to
cultivate customer relations and satisfaction with service provided.

- Keep the trade informed about pricing, promotion schemes etc.

- Responsible for the correct and timely submission of the claims and daily and monthly
sales report

- Keep a track on the competitor's activity and bulk competition deals; and report the
same to line manager immediately

Customer Marketing initiatives:

- Maintain the organization's standards and guidelines wrt. Quality, distribution, visibility,
promotion, price and persuasion at the outlet

- Effectively train customer staff on products and execute product tastings and product
presentations through DBA - Art of blending for consumers

- Execute the marketing plans at the outlets as per the guidelines of the state / regional
marketing team while working within company policies, resources and budgets.

Process & systems:

- Review customers' credit status, and collect outstanding as per the USL credit policy
wherever applicable

- Ensure all claims of customers are submitted in a timely manner with required
documentation

- Coordinate with Finance department on a weekly basis to ensure accounts remain in

good standing

- Ensure settlements & payments to outlets as per agreed terms