Branch Manager - Channel Sales - FMCG/Paints Industry

PURPOSE:

Owns branch sales performance including P&L, volume and market share, new and repeat TP business at branch and demand planning support to region for distribution, DD, MT channels for all categories except Built-in, and manages branch budget and overall admin.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Planning

- Owns development of monthly demand plan for the branch.

- Drives collection and reporting of required current and historical branch sales to support category and channel logistics.

- Drives sales target- setting for on- ground sales and conducts periodic reviews.

- Leads and reviews branch sales force productivity to meet values and volume targets.

- Manages branch TPI budget.

Sales Execution

- Executes sales volume and value targets for branch, leveraging sales analytics.

- Manages execution of BTL initiatives.

Trade Partner Management

- Develops TP engagement plan and maintains optimum call cycles to build and strengthen TP relation.

- Identifies, evaluates new TP's and manages conversion of difficult accounts as needed

Operations

- Oversees all marketing and key account management activities for the branch.

- Oversees all sales logistics for the branch for finished and defective goods.

- Owns general administration for the branch

Stakeholder Management

- External Trade Partners, Marketing Vendors, Marketing Agencies

- Internal Regional Sales Manager, Branch Service Manager, Branch Commercial Manager, Branch Logistics Manager, Category Manager, NB/NC, KAM MT

Deliverables

- Driving volume and value targets on monthly or weekly basis.

- Works for the closure of commercial issues and mange financial health of the business.

- Managing conflicts internally and with the trade partners.

- Managing commercial discipline in the territory.

- Works with BSM for the better management of defectives, TP coverage by field service team and works with BLM to manage stock fulfillment.

Decisions Owned

- Designing trade schemes for TP's and territory.

- Decision regarding adding or changing the number of TP's in a certain territory.

- Driving a market campaign, offering credit to TP's and offering superior payout to the trade partners.

EDUCATIONAL QUALIFICATION

Full Time MBA

EXP 6-8 years

In FMCG/ Paints Industry

KNOWLEDGE, SKILLS AND ABILITIES

TECHNICAL

- Analytical bent of mind.

- Drive results.

- Good people's manager.

- A good communicator and negotiator.

- Motivating the team.

- Build strong partnerships/ relations

MANAGERIAL

- Lead with speed - agility, focus and confidence

- Unleash Talent - By attracting and developing our people to deliver extra-ordinary results and contribute to their full potential