Head - Sales - FMCG

Company : A leading FMCG Company

Industry Type: Fast Moving Consumer Goods

Position : Head - Sales ( Domestic Business comprises of General Trade, Modern Trade and Institutional Business)

Level : Strategic

Reports To : President - Sales and Marketing

Reportees : Zonal Head of Sales (General Trade), Head of Modern Trade and Head of Institutional Business (CSD)

Zonal Head of Sales (General Trade), Head of Modern Trade and Head of Institutional Business (CSD)

Job Description :

The Head of Sales is responsible for planning, directing, leading, and supervising the functions of domestic Sales (GT, MT and CSD) to achieve the Company's strategic goals/objectives.

General Duties :

- Develop strategic objectives and goals for sales with the approval of the Managing Director.

- Develop and deplore strategic sales action plans to achieve corporate sales objectives.

- Supervise the preparation of the Sales Budget and manage its utilization to deliver the company's objectives.

- Direct the determination of specific sales targets, market requirements and assess the performance of Zonal heads for GT, Head of Modern Trade and Head of Institutional Business.

- Monitor and evaluate the implementation of approved programmes against agreed performance criteria /strategic goals in order to maximize the Company's market share.

Specific Duties :

In addition to the General duties the Head of Sales shall regularly monitor and evaluate achievements or progress made in realizing set sales targets.

- Establish effective control over sales output.

- Establish and maintain relationships with industry influencers and key strategic partners.

- Establish and maintain a consistent corporate image throughout all sales events.

- Facilitate and supervise the review and analysis of sales performance against set targets and action plans.

- Represent the Company at meetings as directed by the President - Sales and Marketing.

- Sales Automation Project Implementation

- Responsible for developing the key talent in all spheres of GT, MT and CSD with an aim to create a bench strength for the critical levels.

- Act as a skip level manager for the 2nd line of the reportees and be responsible for Performance and alignment of their goals to that of business vision.

Reporting Schedule :-

Report on progress towards achieving strategic goals of the Sales Functions to the President - Sales and Marketing on regular basis (Weekly, monthly, quarterly, half yearly and annually).

Relations to the Job Function :-

Internal -Liaise with all Divisional and Departmental Heads to ensure effective implementation of the Company's sales strategies in terms of General Trade, Modern Trade and Institutional Business.

External - Liaise with Government Institutions in India, all concerned institutions and authorities relating to the Company's operations.

Required Skills and Competencies:-

- Must have Outstanding knowledge in GT, MT and CSD business of FMCG.

- Must be of excellent knowledge and maturity to function in an advisory capacity.

- Must possess excellent leadership and managerial qualities.

- Must possess good judgment, high integrity and analytical skills.

- Must have a high sense of responsibility as well as the ability to coordinate activities of senior Management personnel.

- Must have proven track record of achievement (Championing & delivery of Sales Projects)

Responsibility :

Exercise supervisory authority over Zonal Heads of Sales, Executives, and other concerned team members.

Salary Per Month : Best with the Industry Norms

Job Qualification Requirements :

Min Education Level : MBA from A class and Top rated Management Institutions like IIM, ISB etc.

Work Experience : 12 - 18 Years of Corporate Management Experience