Category Head/Assistant General Manager - Houseware Products Line

Category Head/Assistant General Manager - Houseware Products Line

For a leading manufacturer, distributor, supplier & exporter of houseware products

AGM role:

Objective is to achieve sales revenue/targets, successfully launch products and manage the team for the region

The background of the role is to be a lead champion for the SBU and be responsible for the Business Objectives which include achievement of the annual plan and gross profit.

Business Planning and Forecast

- Develop a strategic roadmap to gain Competitive advantage, market segmentation and business plan for a 1 year time frame.

- Develop a Sales plan/revenue forecast, expense budget with corresponding initiatives to achieve the numbers/desired gross margins.

- Develop a sales plan and strategy to augment sales growth in CSD for all categories

- Design and implement sales programs and develop strategies to optimize sales. Defining the Sales plan for the month/quarter based on past trends.

- Monitor and review the Sales Plan and make changes to the plan where required. Syncing the Sales plan with the production plan.

- Develop all systems and processes required for smooth functioning of business to achieve targeted goals and objectives are in place including sales policies.

Marketing :

- Marketing Plan which includes both ATL and BTL. Initiating marketing initiatives to shore up sale and market activation

- Launch of new products in markets, existing products in new markets and corresponding marketing plans

- Inputs on packaging and designs

- Achieve the business numbers and profitability as per the business plan/projections.

- Monitor sales costs, distribution/SCM costs and marketing.

- Monitoring the Sales achievement both primary sales and secondary Sales. Initiatives to achieve the top line.

- Alternative strategies to maximize GP

- Managing and controlling the sales budget.

- Effectively manage the collection cycle. Maintaining outstanding within permissible limits.

- Resolution on bad debts and disputed receivables.

- Conduct Annual Sales Review meetings once a year. Conducting sales review meeting during the visit in various regions with Area Sales Manager and Regional Sales Managers.

Distribution & channel :

- Develop Sales Policies for management of the trade and channel.

- Identification, Activation of new retail points, distributors and their commercials.

- Address queries and concerns/resolution of disputes of distributors including decision on goods returned.

- Assisting distributors to achieve their sales growth.

- Responsible for collections and outstanding for the business.

- Developing trade schemes, discount schemes to augment Sales

- Finalizing margins of the channel in consultation with the NSM

- Initiating marketing initiatives in consultation with marketing and improving the visibility at shelf level/regions.

- Distribution of products for thermoware across all verticals, general channel, Modern trade and online.

Inventory management :

- Ensure proper forecasting/planning of demand so that excess inventory is not built up

- Maintaining a 40-45 day inventory cycle

- Ensuring that stocks that are in inventory are sold efficiently

- Maintaining inventory levels as per the business plan and with the objective of ensuring Gross Margins

- Maintaining a balance of inventory so that short supplies/stock out situations are not created.

- Methods to liquidate dead/slow moving stocks

- Co-ordinating sales orders with SCM and Production to ensure smooth availability of product across the channel.

Team management :

- Providing Manpower plan for the division and defining the team requirements, specifications.

- Attracting top class talent from industry and ensuring that positions are filled on time so that revenue opportunities are not lost because of non-availability of resources.

- Developing a positive image within the talent pool/industry that attracts people to Hamilton.

- Investing in development of second line, training, succession planning and employee engagement including recognition and motivation.

Essential :

Technical & Strategic-Skills :

- Skills in selling consumer durables/ products

- Understanding of the channel, distributors and the trade.

- Developing trade incentive schemes and promotional programs

- Sales Planning-short term, long/term

Negotiation skill/ Behavioural skills :

- Commercial orientation and Business orientation-Street smartness

- Good leadership credibility which allow him to attract previous teams, talent

- Networking, Strong relationship management and customer centric

- Ability to sell, win and achieve despite constraints

- Self-motivated & Goal oriented. Energy and Drive

- Ability to lead teams naturally and serve as a good mentor.

MBA Sales and Marketing

10-12 years of experience

Been as a Product manager/head with companies and handled the product line