Director

Line of Service

Industry/Sector

Specialism

Management Level

Job Description & Summary

Director – Customer Consulting
Professional and educational background 
 Preferred consulting background (Big 4 - AD level; Accenture Strategy, O&W, A&M, or ATK -
Tenured Analyst or senior consultant level)
 Relevant work experience – 10- 12 years, 2 years minimum of consulting experience
 Education from Tier I campuses - IIM A/B/C/L/K/I, ISB, SPJIMR, XLRI, MDI, FMS. If Tier II –
Other IIMs, IITB VJSOM / XIMB / NMIMS / IMT Ghaziabad / SIBM - more number of years of
relevant work ex and references required
 Leading large scale sales, channel, service transformation exercises for clients.
 Ability to drive strategy to outcome mandates with tangible realized outcomes for clients
 High level of digital skills, understanding of digital tools, ability to conceptualize and design
business transformation solutions integrating Operating Model, Processes and digital platforms.
 Drive Business Development exercises with limited supervision of Partner group.
Work experience areas:
o Distributor acquisition: Development of ideal distributor profile, value proposition for
distributor, evaluation criteria, distributor lines-split, territory mapping
o Route-planning: Designing and implementing outlet / retailer classification, retailer visit time,
service norms by product, segment, region, beat planning
o Sales execution: Drive sales discipline in sales call execution, total calls, visit time, visit
activities, productive calls, cadence
o Sales training: Define and Conduct sales training at scale, training effectiveness evaluation
o Trade marketing: Define and deploy trade scheme formats, scheme planning and budgeting,
scheme effectiveness evaluation (RoI), scheme disbursement and claims management
o Merchandising: Defining and driving merchandising norms, retailer segment-based targets,
execution, and evaluation
o Market / channel segmentation: Define market strategy based on relevant market
characteristics, identify datasets, create targetable segments
o RTM architecture: Define channel architecture considering market characteristics, pricing
structures, high level partner RoI
o Sales org structure: Drive exercise to redesign sales org structure to align with strategic
objectives of depth or extraction
o Partner RoI: Define ideal channel partner RoI and package it into a crisp value proposition
o Assortment mix placement: Define product placements at outlets and defining outlet level
assortment mix based on market / outlet characteristics
o Distributor Management System: Defining of key features of DMS, typical pre-requisites,
typical outcomes / benefits

o B2B2C commerce: Understanding of retailer portals
o Trade Promotion Management Systems: Define of using trade promotion management tools,
key features, inbuilt optimization, typical outcomes / benefits
o Salesforce Automation: Define SFA tools, key features, typical outcomes / benefits
Core skills & behaviors:
 Strong analytical and problem-solving capability
 Excellent communication skills - verbal, written, leadership communication
 Strong PPT and Excel skills
 Able to manage highly skilled and diverse teams
 Able to navigate ambiguity
 Able to structure analyses for complex problem statements and drive teams to generate insights
and solutions
 Interacting and effectively managing senior client stakeholders
 Willingness to stretch, high learning agility (comfort with learning at speed) and can-do attitude
 Willingness to travel
Responsibilities:
 Lead project teams to deliver client outcomes in sales effectiveness / sales acceleration / front-
office areas
 Deconstruct complex problem statements for project teams and help structure the analyses and
define solutions
 Review deliverables created by team and ensure high quality output
 Manage project staffing and timelines
 Manage client stakeholder engagement with mid to senior level stakeholders including CXOs
 Support business development efforts
 Support thought capital creation

Mandatory Skill Set: digital transformation
Preferred Skill Set: digital transformation
Year of experience required: 12
Qualifications: MBA

Education (if blank, degree and/or field of study not specified)

Certifications (if blank, certifications not specified)

Required Skills

Optional Skills

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Available for Work Visa Sponsorship?

Government Clearance Required?

Job Posting End Date