Business Head - Sales - FMCG

Please find below the Job Details,

Designation- Business Head (Traditional Trade)

No of Position:-1

Location- Hubli (North Karnataka)

Education- B. Com, B. Sc. with MBA / PGDM in Marketing will be added advantage

Work Experience- 10-15 years in Channel Sales.

Industry Preference- from FMCG companies only

CTC: - Depend on Current CTC

Require Skills,

- Age should not be more than 43 yrs

- Currently on a position of Area Manager/Area Sales Manager/ Sr. Territory Manager / Territory Manager etc

- Should be handling On Roll Team

- Strong Communication Skills

- Smart Knowledge of particular area with good brand only

Job Requirements:

- Graduate with 2-5 years of Managerial experience handling team size of 5 -7 in hard core FMCG companies

- Young, Energetic, enterprising in nature.

- Should have a sound market knowledge & good track record in Sales

- Should possess good communication, selling, analytical, relationship, team building skills, strong in strategy & cerebral thinking

- Should have experience in launching new products/brands in the market

- Age- till 43 Years

1) Business Development-

(Person should currently be responsible for a minimum business turnover of 50 Lac to 1.0 crores on monthly basis)

a) Planning, organizing, and implementing strategies to improve product awareness and volumes.

b) Sales budgeting and provisioning- To track monthly performance against the sales plan and proactively identify solutions to close performance gaps, if any.

c) Territory mapping & market segmentation to identify customer groups

d) Development and execution of trade/consumer promotions to attract distributors, wholesalers & retailers

2) Channel Management / Distribution Management-

a) Identifying and developing reliable distribution network in rural and urban markets

b) Ensuring efficient logistic operations and facilitate inventory at all points

3) Team Management

a) Lead & monitor performance of SOs and SAs in the respective areas for higher productivity achievement of individual & group targets.

b) Implement OJT for competency in product knowledge, display, customer service and selling skills and data accuracy reporting.

Role Summary :

- The Business Head all aspects of sales activities for a sales force covering his assigned territory or market.

Essence of Role - Key Accountabilities :

1. Developing and Implementing :

- Develop and ensure implementation of Sales strategies to deliver annual volume objectives of the region within budgeted costs

- Achieve primary and secondary sales ensuring effective distribution of Company's products

- Propose sales promotion plan/schemes to the Sales Head

2. Identifying and Monitoring Distributors :

- Manage the distribution network and C&F agents with periodic monitoring of sales and collections

- Identify and network with distributors for deeper market penetration and reach

- Work closely with dealers and distributors and assist them to promote the Company's products

3. Monitoring :

- Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends

- Analyze market response/requirements and communicate the same to the Marketing team

- Plan and monitor new product launches in co-ordination with the Marketing Team

4. People Management:

- Hire, train and appraise sales staff in line with company policy

Role Dimensions

1. Financial Dimensions

2. Non-Financial Dimensions

- Assisting the in Strategizing, planning and execution of all sales-related activities

Role Complexity [Eg. Location, Industry dynamics etc.

- Based at headquarters location but expected to travel all over his assigned Territory

Job Profile:-

- Develop and ensure implementation of sales strategies to deliver annual volume objectives of the region within budgeted costs

- Achieve primary and secondary sales ensuring effective distribution of the Company's products

- Propose sales promotion plan/schemes to the Sales Head

- Manage the distribution network and C&F agents with periodic monitoring of sales and collections

- Identify and network with distributors for deeper market penetration and reach

- Work closely with dealers and distributors and assist them to promote the Company's products

- Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends

- Analyze market response/requirements and communicate the same to the Marketing team

- Plan and monitor new product launches in co-ordination with the Marketing Team

- Hire, train and appraise sales staff in line with company policy

- Assisting the in Strategizing, planning and execution of all sales related activities

- Accountable for achieving the required direct distribution plan, desired availability & visibility and meet the monthly targets by territory

- To ensure tracking of input & out parameters on daily basis

- To create consumer network distribution & increase the output

- To ensure coordination & 100% implementation of the company strategies

- To lead & motivate field force in field

- To give feedback regularly to line manager & HO on market information & development

- To build relationship with distributors, key retail outlets & retail chains.

Functional Skills Required

- Understanding of FMCG categories

- Sound knowledge of Sales processes

- Strong PC literacy in Microsoft Office Suite (Word, Excel, PowerPoint)

- Excellent Presentation Skills

- Analytical Skills

- Merchandizing Skills

Desired Competencies / Behaviours

- Leadership

- Strategic Thinking

- Excellent Communication & Interpersonal Skills. Fluency in the local language would be preferred. Ability to communicate fluently in English is essential.

- Self-Motivation

- Result Orientation

Impact of Influence:

External Interactions / Influence :

- Distributors, C & F Agents, Retailers, Customers

Key Skills-Should be open for travelling and should have good networking presentation and on Roll team management skills.

If you are having same kind of experience & ready to relocate then please send me your updated Cv along with the following in line details (mandatory),

Total Experience-
Relevant Experience-
Notice Period-
Current CTC (Fix + Variable) -
Expected CTC-
Current Location-
Reason for Change-
Reporting to:-
On Roll Team Size -
Territory Handled-
No of Distributors-
Monthly Business Volume-
Preferred Location (Hubli) Yes/No-