4 episodes
MBA Inside Out Aditya Iyer & Sumit Gattani
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- Business
Even in the 21st year of the 21st century, we feel that there is a lot more to discover in the roles offered by the corporates beyond what the job description entails.
"MBA Inside Out" is a show where we try to bring out authentic stories from different domains across industries which will provide you in depth understanding of what a career path looks like in the management world.
Our guests will be bringing lessons for you from their corporate journey and tidbits on “What exactly they do” and “How amazingly” they do it.
So as a MBA aspirant or an early career starter, if you are picking up what we are putting down for you, then join us on our show every fortnight to hear exciting stories and pickup a few management lessons from the corporate world.
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Ep: 03 | Nuances Of Being An ASM In FMCG Sector
The FMCG space is probably one of the most sought after places in a BSchool for various different reasons, and upon joining this space most often than not regardless of which role you will end up serving the organization you are put through the sales stint first.
Now the sales role in the FMCG Space is quite interesting & an important aspect for a manager to pick up before transitioning into their respective roles and I will tell you why.
The sales role actually gives you a very hands-on experience wherein you get the opportunity to learn the nuances of the market by directly interacting with the trade.
Trade is again a very crucial part of how your product moves from manufacturing to your end consumers.
Being an Area Sales Manager in the FMCG Space lands you smack in the middle of this whole setup, wherein you not only sell the products that your brand manufactures but also have a very macroscopic view of the market, about what the competitors are doing and how they are reaching the end consumers differently than your brand.
On this episode of MBA Inside Out, Aditya & Sumit are joined by Shweta Vats (Area Sales Manager at Hindustan Unilever Limited) to have a conversation about all the nitty-gritty of being an ASM in the FMCG space.
Tune into this episode to get a sneak peek into being an ASM in the FMCG space.
Chapters of the Conversation:
(4:48) - What does a work week look like in FMCG space?
(7:58) - How does an ASM ensure that the sales figures are being achieved on a daily basis?
(9:12) - Striking a balance between office & field setup
(11:48) - Myths about the FMCG space & transition from B-School to FMCG sales
(16:49) - Allotment of categories post your MT Stint in FMCG
(19:35) - Some examples of Jugaad Moments on the field in the FMCG space
(25:13) - The managerial aspect of an ASM Role
(28:04) - What is the Servant Leadership concept?
(30:38) - Why do we see few females in FMCG sales roles
(34:37) - Transitioning from other industries to the FMCG space
(37:53) - Indian FMCG Companies vis-a-vis Multinational FMCG companies
(41:29) - Recommendations for B-School graduates
Connect to Shweta on LinkedIn: https://www.linkedin.com/in/shwetavats/
Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/
Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/
Intro & Outro Track by: http://youtube.com/20syl
Follow MBA Inside Out on LinkedIn & Instagram for regular updates:
https://www.linkedin.com/company/mbainsideout
https://www.instagram.com/mbainsideout/ -
Ep: 02 | Decoding Sales Roles In The SaaS Space
Sales roles in the SaaS space are very much in demand right now and anyone willing to make a career in this growing space can surely ride this wave of opportunities and kick-start his/her career in sales on a high note.
However, these roles aren’t your traditional sales roles, wherein you are considered to be a jack of all trades and are expected to do all the heavy lifting single-handedly. Today sales have turned into a full-blown specialization. An individual working in this space is responsible for specific tasks ranging from prospecting to lead generation to pre-sales, account management, post-sales, etc.
Now the job roles and descriptions in this space are often marred by jargon's like SDR (Sales Development Representative), BDR (Business Development Representative), Account Executives, and so on…..jargon's you might have heard off but haven’t really wrapped your head around it.
In this episode, Aditya & Sumit are joined by Sadique Jamil (Account Executive – Mid Market at LinkedIn) to discuss various specialized sales roles offered in the SaaS space and what these roles entail in the management world. The episode also covers various aspects of tech selling and the nuances of a career in this space.
Chapters of the Conversation:
(03:07) – What does the role of SDR, BDR, Account Executive (AE) etc. entail and how hierarchy flows?
(08:59) – KPI’s for SDR/BDR
(10:50) – Transition from B-School to B2B/SaaS selling on the back of B2B heavy curriculum in business school
(18:22) – Change in the ways of prospecting in SaaS due to COVID
(21:34) – Schedule of SDR/BDR on a typical day and perks of night shift
(28:29) – Value vs Volume in SaaS sales – What is important?
(32:15) – Relationship building in B2B vs B2C
(36:24) – Difference in US and Indian market from prospecting angle
(41:23) – Skills and path to learning skills required for B2B/SaaS selling
(49:51) – Recommendations on podcasts and books to hone the skills
Connect to Sadique on LinkedIn: https://www.linkedin.com/in/sadiquejamil
Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/
Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/
Intro & Outro Track by: http://youtube.com/20syl
Follow MBA Inside Out on LinkedIn & Instagram for regular updates:
https://www.linkedin.com/company/mbainsideout
https://www.instagram.com/mbainsideout/ -
Ep: 01 | Understanding Retail & Its Job Roles
The retail space in India is one of the most dynamic and evolving marketplaces of our country and starting out your career in the retail space can be really interesting in the sales & marketing domain.
Working in this space means you are part of a diverse set of activities like Buying & Merchandising, Store Operations, Category Management, Staffing, Sales & Marketing etc.
In this episode, Aditya & Sumit are joined by Yuvraj Gogia, Deputy Manager - Marketing at Reliance Brands Ltd to discuss various aspects of Retail Management and the nuances of starting a career in a retail space.
Chapters of the Conversation:
(07:35) – What is Retail Management and what does it entail?
(16:13) - How does a day look like as a Management Trainee in the retail industry (at Wildcraft)?
(27:16) – How was the transition from B- School to corporate?
(38:27) – How does one deal with colleagues who are below you in the work hierarchy but have more experience?
(45:08) – Launching a new Retail store and manager’s role/KPI and KRA?
(55:23) - Recommendation for aspirants looking for a career in Retail.
(60:51) - Career transition from Sales to Marketing.
Connect to Yuvraj on LinkedIn: https://www.linkedin.com/in/yuvrajgogia/
Connect to Yuvraj on Instagram: https://www.instagram.com/yuveecan/
Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/
Connect to Aditya on Instagram: https://www.instagram.com/im_adityaiyer/
Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/
Connect to Sumit on Instagram: https://www.instagram.com/sumit_gattani411/
Intro Track by: http://youtube.com/20syl
Follow us on Instagram for regular updates of this podcast: https://www.instagram.com/mbainsideout/ -
Introducing: MBA Inside Out with Aditya Iyer & Sumit Gattani
MBA Inside Out with Aditya Iyer & Sumit Gattani coming soon!Join us on this journey where we bring in authentic stories for you from the management world which will help you pickup a few management lessons from the corporate world & also give you an insider perspective of what a career path looks like in the management world.