Head GTM FIN Next Gen Transformation

Location: Mumbai, Maharashtra , India

Position Title: Head/ DGM- GTM Finance

Summary:  

This role will primarily be responsible for Financial leadership and Strategic business partnering for the Sales and ‘Go To Market’ organization.

In this role the individual will own and drive in-depth financial analysis / ROI computation of various GTM initiatives, trade/ consumer promotional activities and business model development across channels for profitable coverage expansion and gross margin improvement.

In addition, this individual would act as the Finance gate keeper for all GTM projects, while working collaboratively with the sales team to build Finance capability and understanding. The role will also be entrusted with the task of leading competitive benchmarking analysis in the GTM space. Effective communication skills, stakeholder management, long-term strategic thinking and leadership skills will be a pre-requisite skill in this role.

To effectively perform his or her duties, the candidate must be proficient in all of the following key qualities as defined by the Hershey Company:  
    Leadership
    Problem Solving
    Communication
    Initiative and Follow-through
    Accountability
    Collaboration
    Creativity

Major Duties/Responsibilities:  

Sales Finance: Business leadership

• Partner with the Sales Leadership Team to deliver on the Go To Market ambition for Hershey India while maximizing topline and improving profitability KPIs on the foundation of a sustainable commercial governance system.
• Define strategic guardrails across channels and spend pools to deliver on the India Business Plan P&L along with robust Risks & Opportunities management over 1 yr/ 3 yr horizon.
• Lead effective execution of Strategic Projects for next-level GTM transformation
• Own and lead ROI calculation for key GTM initiatives/ programs
• Analytical support on trade promotions management , ROI analysis on what’s working / not working – by brand. Competitive benchmarking on promotions; Process controls for trade spends budget management and effectiveness
• Work across Channels (Traditional Trade, General Trade, Ecom, Govt. Channels & Out of Home, Exports) on channel/ customer profitability towards a win-win Joint business planning with the customer team
• Lead and own cost saving initiatives across the value chain from distributor to consumer, implement CTS (Cost to serve) mindset in the team and track the same by channel/ customer periodically
• Drive Visi-cooler governance including audits and visi-cooler performance management
• Collaborate with Shared Services team for driving overall commercial hygiene
• Own the ‘Fuel For Growth’ Agenda and co-lead with Customer Marketing for Trade spends efficiency and HR for SGA efficiency and manpower effectiveness
• Work across Channels (Traditional Trade, General Trade, Ecom, Govt. Channels & Out of Home, Exports) on channel/ customer profitability towards a win-win Joint business planning with the customer team
• Lead and own cost saving initiatives across the value chain from distributor to consumer, implement CTS (Cost to serve) mindset in the team and track the same by channel/ customer periodically
• Drive Visi-cooler governance including audits and visi-cooler performance management
• Collaborate with Shared Services team for driving overall commercial hygiene
• Own the ‘Fuel For Growth’ Agenda and co-lead with Customer Marketing for Trade spends efficiency and HR for SGA efficiency and manpower effectiveness

Controls and process:

• Own and lead various GTM Finance Automation initiatives to improve analytical capabilities and efficiency of doing business
• Ensure accurate provisioning is being done for trade promotions, set up right systems/ processes and knowledge bank for future reference.
• Enable right processes for target setting / field force initiatives in a manner in which it meets the overall business objectives.

Dimensions:

Preferred Background - Remarks

US GAAP Exposure - Desirable
People Management - While not essential in the current role, would be crucial for future roles
SAP exposure - Desirable
Computer Skills - High proficiency in using MS Office tools, SAP and BI Dashboards

Behavioral Skill Set    

Impact & Influence Ability - Strong capability essential
Interpersonal Skills -    Strong capability essential especially ability to work across cross functions and needs to be a self-starter and work proactively

Communication abilities 

Written & oral - Strong
Proficiency in time management and priority setting given the challenging deadlines usually associated with the role - Should be very astute in priority setting and remaining sensitive to customer expectations and have a strong ability to work around and manage expectations
Eye for detail - Essential

Language Skills    

English: Proficient verbal and written English communications (skillful business memo writing, business presentations and daily communication with English-speaking peers and external partners); 

Hindi: Proficient in Verbal communication

Minimum Education and Experience Requirements:  

Education:        CA / MBA (Finance)
Experience:        6-10 years of experience