Perfetti Van Melle India - ASM/Sales Manager - Alternate Channels - Modern Trade

Identity Role Title : Sales Manager- Alternate Channels

Reports to : Branch Sales Manager- Alternate Channels

Purpose:

Broad Objectives of the role :

Alternate Channels in Perfetti includes Modern Trade, Cash and Carry, CSD, CPC, Hotels, Railways and Airports The position is accountable for driving sales across the alternate channels through strategizing sales agenda, product positioning, and systems and processes design/ implementation, channel/competition analysis

Role holder Requirements :

Minimum qualification and experience : MBA with 4-7 years- experience .

Location : Branch Office, Gurgaon

Area of responsibility :

- To drive our presence in the Alternate Channel and be responsible for the development of our presence in these outlets .

- Define monthly and quarterly plans to drive volume, value, market share and activations in the region

- Firm up sales development plan to drive month and quarter priorities of the channel/region- Manage order generation through customers and order execution.

- Led by field team, and closer working with supply chain and KAM- Plan and Execute brand activation / channel activations at store level by working closely with KAM

- Manage supplies for indirect parties (supplied by distributor)- Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities & build plans basis that Drive Merchandising, and instore execution.

- Manage the merchandising team- Responsible for ensuring execution of merchandising KPIs eg attendance, beat adherence, share of shelf (SOS),availability, promo execution, asset execution & management etc- Continuous team engagement to ensure high retention in merchandiser & promoters

- Ensure proper fill rates through sales forecasting and advanced planning

- Work in Tandem with KAMs and regional store managers to ensure best possible MBQs for the company products

- Lead the SAS (stand-alone modern trade stores) and regional chain planning

Involves TOT planning & adherence, Business planning, Market share deliverables :

- Be the face of PVMI for all accounts at a regional level. Drive engagement and business through regular reviews

- Establish and run relationship matrix between field team and customer store team, through regular visits (basis norms), reviews and business planning

- Competition understanding through customer discussions and field visits

- Bring out opportunities and gaps for the larger team (esp KAM) to work upon Commercial Management

- Ensure proper servicing of Master Canteens and Sub Canteens in CPC

- Participate in regional tenders in Railways

- To implement and maintain best possible merchandising of company products

- To identify shelf-space in prime outlets and put up proposals for securing them

- To ensure proper storage and handling of merchandising material and closely monitor inventory

- To identify new visibility measures

- To constantly look for new market opportunities and recommend appointment of new dealers, programs, incentives, schemes etc.

- To systematically collect and report information on competition

- To guide and develop DSE's - Modern Trade