Deputy General Manager || Sales Growth & Analysis (SG&A)

SUMMARY OF THE POSITION:

Drive accurate regional sales analysis, statistical modelling and root cause analysis to tackle issues pre-emptively. Partner with multiple internal functions including Central and regional Sales team, Operations, MIS, Finance and Trade marketing to maintain efficient information exchange and set up seamless processes.

ROLE AND RESPONSIBILITIES:

Sales Growth Analysis:

- Lead the annual and monthly business planning for sales volume and distribution for the region

- Create statistical forecast for short, mid, and long term. Facilitate generation and dynamic review of consensual sales forecast by ensuring participation from Division Sales Managers and all other key stakeholders

- Engage with other functions to enable the use of external data into the Demand Planning process (e.g. Point of Sale, Consumption, Customer Inventory, Industry trends etc.)

- Define inventory norms for each demand node, track & minimize stock-out situations

- Analyze sales performance to track achievement and identify risks against the business plan

- Identify opportunities for business growth through trend analysis and gap analysis for the region

- Track sales growth and performance to infer weekly hits and misses, identify root causes for each of the misses and build corrective action plans wherever possible

- Provide regular leadership insights in terms of sales growth and root cause analysis

Productivity:

- Guide salesforce to a planned selling process entailing Scientific Journey Planning, Structured Sales Calls

- Drive adoption, training and usage of Salesforce Automation across salesforce

Reporting & MIS:

- Own the collection, validation and upload of all internal and external data related to the respective zone and its divisions/clusters

- Identify, collect data, and upload onto the DBMS in a timely manner to assist with and propose business decisions for sales leadership

Establish assimilation of market data and competitor insights and build a cadence for system upload and reporting

- Prepare and disseminate business performance related communication for divisional team to take pre-emptive action

- Standardize and create analytics by deriving meaningful insights from data repository, and use relevant information for leadership reporting including Monthly and Annual business planning and reviews

- Design and implement daily/weekly/monthly monitoring reports on critical business parameters

- Work closely with IT/MIS & Operations to help automate key reports and develop sales enablers

QUALIFICATION AND SKILL SET:

- MBA (Tier 1) with at least 4-6 years of experience in Data Analytics, Planning, and Team Management

- P&L Ownership, Commercial roles in CPG / AlcoBev and Strong understanding of Sales & Finance are preferred

- Proficient in advanced Excel & PowerPoint for data analytics & presentations

- Basic knowledge of analytical tools (SQL, Salesforce, Tableau) would be an advantage

- Outstanding cross-functional collaboration, communication, and presentation skills

- Analytical bent of mind, Structured thinking, Attention to detail and comfortable in dealing with large data sets

- Ability to motivate and drive performance

- Focus on timely delivery and continuous improvement

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