National Sales Manager - Modern Trade - FMCG

JOB TITLE: NATIONAL SALES MANAGER - MODERN TRADE

1) Primary Function

- Why the job does exist?

Role:

This position is the leader of a selling Team comprised of KAMs, SOs & Merchandiser's & brand promoters.

Accountable for achieving the Sales Target as per ABP.

This role provides direction and leadership to the Sales Team PAN India while responsible for the customer satisfaction and market share nationally.

2) Working Relationships:

- Reports to whom- - Business Head

- Supervises whom- - Regional Key Account Managers/ Key Account Officers

- Peer Relationships- - Department Heads/ CFAs/Distributors

3) Principal Accountabilities:

Key Accountabilities:

- Design & Develop Modern Trade strategies for the Company.

- To manage the operations of Modern Trade Business country-wide by developing Systems & Processes, Key Accounts and Product categories, in accordance with the Business plan.

- Develop the vertical at Pan India level.

- Annual Budget plan for both Sales & Cost and implementation.

- Design & Execution of Promotion Plans for Modern Trade.

- Plan & execute TOTs with Retail Partners, in line with the cost strategies.

- Negotiate with Organized Retailers & develop Retailer base for selling multiple categories profitably.

- Relationship building with Key Retail Chains.

- Achieve Sales volume, value targets & Bottom -line for each Retail Store by deciding Retailer margins, analyzing sales trends, visibility, category mix management etc.

- Explore and manage discounting structure, tie-ups & customer loyalty building initiatives.

- Responsible for P & L accountability for the business.

- Work closely with marketing function on brand building initiatives in Organized Retail Outlets with respect to Packaging, promotions, pricing etc.

- Giving strategic guidance to the Key Account Managers to establish sales targets brand wise, pack wise as per ABP.

- Monitoring the performance of the team.

- Accessing & implementing sales training programs.

- Hire and appraise sales staff in line with company policy

4) Work environment Ability to work under aggressive sales target & positive pressure.

5) Preferred Education & experience: Graduate preferably with a postgraduate degree or diploma in Business Management.

Should have at least 10-15 years experience in an FMCG company out of which 2-3 years in modern retail chains handling PAN India. Energetic and a team player with the ability to build a strong team while delivering on sales targets.