Main Purpose of the Role :

The incumbent will be responsible for managing overall Sales function and will be leading a overall team of 100 incumbents in this role.

Key Area of Responsibility :

- Manages the overall Sales function in order to maximize sales, volumes and revenues and to ensure the right organization and structure is in place for delivering the objectives.

- Strong Understanding of Channel dynamics and interplay between them and ensuring right focus is given to various channels that would drive future of the company through leveraging of the channel knowledge and insights understanding of the shoppers in each of the channels allocation of the appropriate resources in each of the channels

- Good understanding of the Trade marketing elements to drive right execution at the trade level.

- Develops and drives credibility and long-term relationship with the customers in the assigned area, to fulfill long term sales objectives.

- Understanding the front end capability requirements for the future and builds the same within the organization ensuring adequate talent for internal movements across various geographies.

- Defines and executes the commercial and distribution strategy in conjunction with marketing and management. Manages the distribution- and channel mix according to the agreed criteria.

- Responsible for creating and implementing the sales plan, including forecast and AOP. Monitoring the sales effort and performance against budget to take corrective actions, in order to contribute to overall business plan.

- The Sales Head leads, directs and motivates the sales team in order to achieve the predefined sales volume and profit goals.

- Contributes to each product-marketing plan as to product prices and sales priorities.

- Has the authority and accountability to negotiate contracts and prices within the limits of the sales plan and sales policy.

- Gains and maintains market information and knowledge in order to obtain and maintain the targeted market shares in all assigned product categories.

- Understanding of automation at field level & developing IT tools to create advantageous position through better response times and improved execution.

Skills and Competencies :

- Superior analytical and influential skills, attention to detail, and exceptional creativity, with the ability to balance in a resource constrained environment.

- Knowledge of consumer profiling and modeling.

- Solid track record of successfully understanding the needs of the client and developing relationships that lead to long-term partnerships.

- Must possess excellent communication and organizational skills with the ability to work within a fact paced company with increasing needs.

- Ability to prioritize and manage multiple actions, working with multiple people with competing priorities

- Understanding of market / channel dynamics and their interplay to ensure meeting business goals.

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