Job Description
Job Summary
- To develop sales and distribution strategies for sales for all the channel in conjunction with CEO and help organization achieve its sales volume and profitability targets
- To manage key client relationships and explore new business opportunities
Roles & Responsibilities
- Develop annual sales plan for the team aligned to business objectives and goals
- Lead sales team to achieve sales target and be accountable for overall consumer sales performance in terms of sales volume, profitability, market share and other relevant metrics
- Create distribution strategies for all the assigned channels.
- Participate in marketing planning activities and provide inputs in terms of the market assessment, pricing strategy and consumption trends
- Oversee development of strong relationships with key clients and distribution partners
- Improve sales and distribution processes and ensure adherence to the same by team members
- Create annual and monthly sales activities plan by product / categories and channels
- Provide support in developing overall territory sales objectives, supervise, fine-tune and monitor the execution of policies and strategies.
- Set targets for team members in terms of key performance indicators such as sales activities completed, volume growth, etc. and periodically conduct performance reviews to determine progress in attaining objectives and take corrective actions
- Track adherence to budget for the team
- Disseminate information on key performance indicators based on MIS / financial statements and prepare detailed analysis on deviations from target for Leadership team’s review
- Develop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market share
- Monitor different distribution channels and logistics for on-time in full delivery of goods to the distributors and partners
- Collaborate with Finance and Human Resources to develop sales incentive programs aligned to IFFCO’s business philosophy, objectives and the annual sales plan
- Share inputs on SKU-wise forecast accuracy, product availability, outlet coverage, etc. from demand perspective during pre-sales & operations planning meetings
- Collaborate with Marketing and Finance teams to develop pricing strategy
- Provide inputs to Marketing team on market landscape (opportunities & threats) and help design sales promotion activities across products, channels and customers to drive business volume
- Guide team members in effective implementation of the marketing campaigns and plans
- Oversee contracting with modern trade partners to ensure healthy return on investments and guide team members in managing key accounts
- Leverage feedback mechanisms for getting the required inputs from distributors, partner and customers and disseminate the same to relevant stakeholders – CEO, Marketing, Finance and Supply Chain.
- Administer company’s credit policy. Work with Finance team to pro-actively manage days sales outstanding (receivables)
- Attend industry events and conferences and act as IFFCO’s spokesperson. Also generate new business leads using such external platforms
- Guide the sales teams to meet milestones for meeting or exceeding budgeted business objectives
- Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
KPIs
1. Sales target achievement
2. Market share
3. Profitability
4. Days sales outstanding / receivables
5. On-time in full customer order delivery rate
6. Cycle time – customer order processing
7. Customer satisfaction score
8. Adherence to budget
Work experience requirement
- 10+ years of experience in sales roles, preferably in FMCG organizations
- Six sigma certifications are an added advantage
Qualification
MBA or Post-Graduate Diploma in Management from a reputed university
Competencies
Knowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Knowledge of International and/or Local Laws and Regulations
Brand Strategy and Management
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
Ownership & Result Orientation
