Role
lead CIoT Retail & E-Com GTM
Job Level/ Designation
M2 / AGM
Function / Department
Enterprise / IOT
Location
Mumbai
Job Purpose
To build a market leading consumer internet of things products by taking into account market landscape, competition, and customer experience. The incumbent would be responsible for developing channel go-to-market (GTM) plans of Enterprise / Consumer IoT & IIOT products for own and partner sales channels. Responsible for portfolio’s availability, visibility, and promotions in the respective channels. Also responsible for frontline and channel partner’s selling effectiveness and productivity to deliver sales targets for the C-IoT portfolio.
Key Result Areas/Accountabilities
Map market opportunity for new and existing IoT /IIoT products for each channel and identify geographies and stores launches, design channel sales processes, customer journeys and after sales support.
Onboarding & managing channel partners, Integrated IoT aggregators, dealers
Create channel partners targets and incentive structure based on opportunity and market intensity.
Create channel merchandising, visibility and product listings (for digital channels) to increase customer awareness and interest at point of sales.
Plan channel activation and promotional activities in line with targets. Ensure sufficient inventory levels by providing these inputs to procurement teams.
Responsible for promoter productivity, incentives, training and R&R.
Core Competencies, Knowledge, Experience
5-6 years of experience in leading sales strategies and planning, new brand/market launch
Past experience in channel sales is must. VIL retail and MT channel sales would be plus
Good connect & engagements with the aggregators, Integrated IoT partners, dealers.
Past experience of GTM and trade promotional activities for device business
Should be able to engage with various circle teams and able to drive outcomes
Able to coordinate with cross functional teams e.g. Marketing, brand, and legal etc
Consumer focused mind-set to deliver the best experience at POS
Technical / professional qualifications:
Desired Competencies/ Skills
Influencing/ negotiation skills, effective relationship management skills and proven ability to function within a matrix organization
Experience in handling business in a B2B and B2C environment
Experience in handling GTM and trade promotional activities for device business
Experience in handling GTM and trade promotional activities for device business
Must have technical / professional qualifications
Educational Qualifications
Post-graduate degree or diploma (MBA)