Commercial Lead

Base Location- Noida,Head Office 

Reporting Manager AVP - Finance
 

Company Overview
Flagship Brand – India Gate Basmati Rice
KRBL Limited (NSE: KRBL, BSE: 530813) is the world’s largest rice millers and Basmati rice exporters. The Company is a branded Basmati rice company, with manufacturing capacities of 195 MT/per hour.With 4 rice processing plants in Delhi, Punjab, Haryana and Uttar Pradesh and modern packaging and warehousing facilities in Alipur and Barota. KRBL holds a ~25% market share in the branded Basmati exports from India and a ~35% share in the branded Basmati sale in the domestic market.
 

The company’s flagship brand “India Gate” Basmati Rice is the largest selling basmati brand in India and across the world. KRBL has been conferred the prestigious APEDA Export Award from the Indian Government for being the largest Basmati exporter from India consecutively for fifteen years.
KRBL's focus on R&D has made it the largest Basmati seed distribution company owing its superior seed multiplication and research in the field. Note that two of India's most popular Basmati varieties- Pusa Basmati and 1121 Basmati have been initiated and commercialized by KRBL along with advocating its interest amongst all stakeholders.
 

KRBL also adds value by 100% integration of rice by products by producing rice bran oil, power generation from rice husk, animal feed. The company has been growing at an exponential pace and registered
India Gate is the number #1 basmati brand in the Middle East and around the world. We work via distributor arrangements around the world. 

 

Academic Qualified -CA
Best Fit

Job Description 
 Experienced in managing commercials for an FMCG company with a turnover exceeding 500 crores.
 Proficient in preparing sales budgets, forecasts, pricing strategies, and expense management.
 Commercially savvy, with a deep understanding of P&L management.
 Possesses experience in financial planning, promotion, sales and spends planning along with analysis.
 Proficient in rationalizing spends and optimizing costs associated with various schemes.
 Skilled in managing trade schemes & promotions to drive revenue and bottom line targets.
 Generate customer profitability, channel profitability, payback for promotional and product margin analysis.
 Able to negotiate with distributors regarding the closure of agreements and value chain negotiations.
 Adept at data collation and aggregation from multiple internal and external sources.
 Possesses strong quantitative and analytical abilities, capable of managing and analyzing large datasets to drive business objectives.
 Plays a key role in MIS for management support, contributing to the introduction of new products, exploring new geographies, and identifying new business opportunities.
 Advanced computer software skills, including high proficiency in Excel and tools such as Power BI
 Adaptive and willing to work across different time zones to complete tasks efficiently.
 Preferably past experience with exports, working closely with international distributors and channel partners.
 

Key Deliverables
Annual budgeting and PNL benchmarking
 Reviewing annual Operating plans (AOPs)/sales budgets basis required growth, targeted market reach after alignment with internal stakeholders and ensuring alignment with the distributor.
 Creating PNL bandwidth ranges per brand per sku by region and ensuring regular adherance of the same.
Managing trade marketing spends
 Reviewing financial and commercial feasibility of trade marketing proposals submitted by distributors on basis of budget availability, return on investment (ROI), historical ask, net pricing, competition pricing etc.
 Aligning trade marketing spends request with distributors for any modification and issuing the TME pre-approvals within short turnaround time.
 Developing brand-wise PNL for each distributor basis actual quarterly sales and estimated quarterly trade marketing spends and monitoring distributor-wise PNL.
Pricing Management
 Developing products value chain (pricing) basis agreed markup and Price to Consumer (PTC) of the products after competition analysis
 Pricing analysis of internal and competition brands, packs and segments to arrive a competitive price for old/ new brands
 Coordinating with distributors to ensure price enhancement approval from respective regional authorities and ensure implementation of new pricing into the market
Distributor Management
 Negotiating markup with the prospective distributor based on existing profitability and benchmarking with other distributors
 Assist in negotiation and closure of commercial terms with new distributor and support the sales team.
 Leading finance team to ensure proper onboarding of the new distributor concerning commercial SOPS.
Marketing and Sales Analytics
 Provide analysis of sales performance of brands (own and competitors) to highlight key performance opportunities across geographies and provide strategic initiatives for improvement in revenue and PNL
 Measurement and evaluation of effectiveness of executed marketing promotions
 Analyzing growth trends vis-a-vis own brands and competitors on monthly basis. Identify gaps, plan and design territory specific schemes to overcome competition.
 Partner with sales team on NPDS launches on the commercial side.
Sales force enablement & effectiveness:
 Design motivating reward schemes for the sales team with parameters of target achievement
 Work with sales team and assist in creating loyalty schemes for retailers, incentives for deepening distribution.
 Compute incentive payouts and rewards post closure of scheme period
Forecasting Sales:
 Projection of secondary sales volume for a horizon of 3 financial years
 Forecast yearly/ quarterly/ monthly/ weekly volume plans and identify opportunities & risks
 Monthly volume plan for brands and packs prediction on industry growth trends and sales inputs
Monthly Operations Review Report (MOR):
 Report on budget achievement, growth (volume and value) for the month and year till date
Miscellaneous Activities:
 Prepare management presentations for review
 Review monthly and quarterly financial reports of various oversee distributors
 Maintain dialogues and working relationship with overseas distributors.
 Implement a Business Intelligence tool and dashboard reports
 Support management team and the Heads of Department with data-driven analysis
 

Travel Requirements, Working hours & days
- As per business requirements
- Monday to Friday.