Category Sales Head - Distribution Excellence - FMCD

The Category Sales Head/Distribution Excellence.

The Category Sales Head is responsible for overseeing the sales and revenue growth of a specific product category or product line within the Indian market. This role requires a deep understanding of the market, industry trends, and customer needs. The Category Sales Head is responsible for formulating and executing a sales strategy to achieve revenue and market share targets.

Primary Job Responsibilities

Distribution Strategy

- Develop and implement a comprehensive distribution strategy for the Indian market, aligning it with the company's overall objectives and growth plans.

Market Analysis

- Conduct market research to identify trends, customer preferences, and competitive dynamics within the Indian market.

Go to Market (GTM)

- Identify white spaces, Type of network, new distributor assessment and rollout, Improvement of ND, WD, Counter Share, Market Share.

- Oversee new distributor appointment, launch and monitor performance in initial ramp-up phase Assess ROI, Margin Structure, Distributor Purification - Split/Consolidation cases. Counter share for display and manage product mix.

Network Optimization

- Continuously evaluate and optimize the distribution network, including warehouses, transportation, and retail outlets, to enhance cost-effectiveness and speed of delivery.

Inventory Management

- Efficiently manage inventory levels to minimize excess or insufficient stock while ensuring product availability.

Quality Control

- Implement quality control measures to guarantee that products are delivered in excellent condition and meet customer expectations.

Partner Management

- Distributors, and retailers to ensure smooth operations and build strong, long-term partnerships.

Performance Metrics

- Define key performance indicators (KPIs) for distribution and regularly monitor and report on these metrics to identify areas for improvement.

Compliance & Regulations

- Collaborate with the marketing department to create and execute marketing and promotional campaigns for activation of distributor's market.

Cost Management

- Manage and control distribution costs to align with the company's budget and financial goals.

Technology Integration

- Oversee the development and roll-out of key channel enablers including technology enablers (E.g. Managing DMS and SFA rollouts.

Stake holder handling

- Managing & handling connect with Service, Category Sales Lead, Regional Managers,

- Commercial and marketing to increase market share

Retail Brands

- Build relation to expand market network

Industry Association

- Create Brand awareness and generate sales

Channel Partners

- For channel expansion and increase sales volume

Primary Interface - Internal

- Product Team

- Product planning & pricing

- Finance team

- Payment follow-up / Budget approval/ Sales revenue

- HR

- Team development and Productivity Management

R&D

- To share market trends and upcoming products

Management

Sales Revenue updates and Market trend

Team Handling

Connecting and driving his own team to achieve assigned goals

Qualifications and Experience

Minimum Qualifications - Graduate

Preferred/Additional Qualifications - MBA- Sales & Marketing

Minimum Experience - 15-20 years

Age - more than 35-45 yrs

Industry preference - FMCD

Preferred Profile

- Proven experience in distribution management within the Indian market, preferably in consumer industry.

- Strong analytical skills and the ability to use data to make informed decisions.

- Excellent communication and interpersonal skills to build and maintain relationships with partners and team members.

- Knowledge of distribution management software and tools.

- Understanding of the Indian market and distribution challenges.

- Strong project management and leadership skills.

- Strong on data analysis (command over excel, Power point, Power BI), should possess knowledge of Sales-IT tools such as SFA, DMS