Manager - Digitalization - Sales & Marketing Functions

1. Role Overview:

The Manager - Digitalization (Sales & Marketing) will lead digital transformation initiatives across the S&M function including making business requirement documents (BRDs), implementing key digital tools such as Distributor Management Systems (DMS) and Sales Force Automation (SFA), and ideating and implementing AI-based pilot solutions to improve business processes.

The role requires close collaboration with IT, Digital Initiatives, Regional Sales Teams, Finance, Supply Chain, and Channel Partners.

2. Key Responsibilities:

A. Digital Strategy & Roadmap Execution:

- Define and drive the Sales & Marketing digitalization roadmap aligned with organizational priorities.

- Lead requirement discovery workshops with sales clusters, product teams, distributors, and internal functions.

B. Business Requirement Documentation (BRD):

- Own complete creation of BRDs, including process maps, functional requirements, dashboards, workflows, and user journeys.

- Translate business needs into clear, structured specifications for IT and implementation partners.

- Validate technical feasibility and ensure alignment with existing enterprise systems (SAP, CRM, FieldEZ, etc.).

C. Distributor Management System (DMS) Implementation:

- Lead end-to-end rollout of a Pan-India DMS including:

1. Scope finalization

2. Vendor selection & evaluation

3. Design, testing (UAT), and deployment

4. Distributor onboarding & training

- Ensure seamless integration with SAP, pricing tools, incentive modules, and reporting systems.

D. Salesforce Automation (SFA) Implementation:

- Enhance or deploy a modern SFA platform for field sales teams and application engineers.

- Convert existing sales processes into automated workflows (leads - opportunities - conversion - visit tracking).

- Improve user adoption through training, simplification, and intuitive design.

E. AI & Advanced Digital Pilots:

- Identify high-impact business processes (e.g., forecasting, order allocation, claims vetting, secondary sales tracking, lead scoring).

- Develop AI/ML-based pilot projects with internal digital teams or external partners.

- Run POCs, test models, measure KPIs, and scale up successful pilots.

F. Cross Functional Program Management:

- Act as the bridge between S&M, IT, Digital Teams, Finance, and Operations.

- Drive project governance - timelines, budgets, vendor performance, risk flags, and change management.

- Ensure high adoption and continuous improvement of digital tools.

G. Analytics & Dashboards:

- Work with analytics teams to design Power BI dashboards for:

1. Sales performance

2. Distributor health

3. Channel inventory

4. Retailer claims

5. Market coverage

6. Forecast vs. actuals

- Ensure data accuracy, refresh cycles, and accessibility for users.

5. KPIs & Success Metrics:

- On-time execution of DMS and SFA rollouts.

- BRD quality and acceptance by IT/project teams.

- % adoption of new digital tools by sales teams and distributors.

- AI pilot success rate and scalability.

- Improvement in data quality, process cycle times, and reporting accuracy.

- Digitalization ROI and business impact delivered.