To develop sales and distribution strategies forsales for all the channel in conjunction with CEOand 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.
KPIs1. Sales target achievement2. Market share3. Profitability4. Days sales outstanding / receivables5. On-time in full customer order delivery rate6. Cycle time ? customer order processing7. Customer satisfaction score8. Adherence to budgetWork experience requirement
10+ years of experience in sales roles, preferably in FMCG organizations
Six sigma certifications are an added advantage
QualificationMBA or Post-Graduate Diploma in Management from a reputed universityCompetenciesKnowledge of Value Chain ManagementSales and Distribution Strategy ManagementConsumer Behavior B2B and B2CKnowledge of International and/or Local Laws and RegulationsBrand Strategy and ManagementSelf and Team ManagementPlanning & Decision MakingStrategic ThinkingChange ManagementOwnership & Result Orientation
