Job Description
Job Summary
To develop the sales and distribution strategy in conjunction with the CEO and oversee the monthly and annual modern trade/General trade channel sales, thus ensuring that the organization achieves its sales volume, value, outlet coverage and profitability targets
Roles & Responsibilities
- Plan and develop the sales strategy for the assigned territories/regions to enhance the sales portfolio and increase the bottom line
- Develop annual and monthly product, volume and value wise sales plan in alignment with the sales strategy
- Oversee development of strong relationships with key clients across GT and MT channels for the assigned markets
- Develop mechanisms and strategies to ensure appropriate sales numbers are met for new product / SKU launches
- Ensure achievement of sales targets for the assigned regions, support in developing the sales forecast and design mechanisms to achieve the same
- Ensure adherence to the budgets for the region and track the return on investments and the rebates on an ongoing basis
- Manage the route and channel wise profit and loss for the sales operations across the assigned regions
- Analyse MIS data on stocks, consumption patterns, costs and regularly track compliance with the budgets
- Ensure adherence to the credit policy and follow up with dealers/customers on a regular basis to ensure timely collection of dues in alignment with the credit limit, collection target plan and timelines
- Develop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market share
- Establish mechanisms for getting the required input & feedback from customers to develop an overall understanding of customer requirements and resolve customer complaints within specified timelines
- Perform weekly review of the General Trade and Modern Trade businesses and visit the key customers on a frequent basis
- Lead key customer discussions on the business performance and explore options for further revenue generation from new and existing customers
- Develop systems for periodic stocktaking from Sales Representatives on sales, stocks/ inventory, consumption patterns, sales accounting and costs to track compliance with budgets
- Ensure proper accounting for the assigned market's sales and distribution activities, report the daily numbers to the CEO and prepare regular reports on sales performance for the Board reviews
- Plan promotional activities in the region in coordination with Marketing Services to improve sales
- Encourage and reward innovative product promotion, positioning and branding techniques
- Lead the health and safety initiatives and promote a robust Health and Safety culture at the remote site
- Periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analysing opportunities and building greater result orientation
- Identify business development opportunities with a view to increase market share and enhance profitability for the business unit
- Survey markets for emerging trends, competitor information, market share and manufacturing capabilities and identify new business opportunities to enter into to drive business growth
- Support the marketing team in creation of brand strategy, improvement of the brand image of the existing products and launch of new brands/products in the markets.
- Participate in trade shows, industry sales forum events and promotional activities and support the production mangers, advertisers and developers in marketing the company services and products
- People Management
- Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
KPIs
1. % adherence to sales targets
2. % adherence to collection targets
3. Days sales outstanding / receivables
4. Bill productivity
5. % reduction in the operating costs
6. Effective coverage
7. Customer satisfaction score
8. % adherence to On-Shelf Availability targets
9. CVFOT
Work experience requirement
- Minimum +10 years of Sales & Distribution experience preferably in FMCG industry
- Knowledge of English and spoken langugae of the assigned market is a must
- Experience of working in the assigned markets.
Qualification
Master’s in Business Administration with specialization in General Management from a reputed university is preferred
Competencies
Category Management
Knowledge of Value Chain Management
Selling Effectively
Ownership & Result Orientation
Business Acumen
Negotiating Skills
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
