Country Sales Manager - FMCG

Designation : Country Sales Manager (CSM ) - Nepal

Background :

- To drive the business agenda there in Nepal as per AOP of CY and next few years, we need strong leadership on ground, who understand our brands better , able to judge the category dynamics of the country, engage with local channels , retailers , even consumer insights and drive all financial , marketing , manpower agenda to run the show .

- Functionally, the role will be based out of HQ at Kathmandu & report to Head - ISC & B2B at ZCP . He will also have large team as DRs including 3-4 SO HQs , a team of importer's ASM , ASEs, SRs and more than 70 SRs in ground.

Purpose & Deliverables of the role :

- To support & give directions to our present sales team based in these countries

- Manage commercials, Value chain & other financial deliveries of importer

- Create / enhance strong, sustainable , long term S&D model for Nepal

- Plan marketing initiative including ATL , on-ground initiatives & various Trade marketing specially design as per need of local market dynamics

- Plan channel programs, execute existing program with GT , MT , W/s , Horecaa and other consumer facing channel partners

- Co-ordinate and deal with internal stake holder to drive business - MDM - ISC , Marketing , Supply Chain , Commercials , Operations , HR etc.

Reporting Structure :

- Reporting to Head - ISC & CSD

- Reportees - 3 Sales Officers of Nepal

- Cross Functional Stakeholders - MDM - ISC , Supply Chain Team , BHR

Experience Profile :

Technical Competencies :

- Exposure Sales & Distribution Process, Trade Marketing and Sales Development

- Strong commercial & numerical acumen

- Deep understanding of FMCG principles, brand & category dynamics

- Knowledge & prior experience of ISC business will be added advantage

Behavioural Competencies :

- Very collaborative style of leadership which delivers strong value to the business

- Ability to manage multiple stake holders with calm , composed and professional manners and create and maintain strong relationship with internal and external customer

- Inspirational people leader with distinct ability to create an exciting common Vision for his/her Team and drive superior performance

- Logical thinking , strong articulate skills , excellent communication skills are some of the added value addition for the role

- Matured and firm personality to deal complex and conflicting situations , tasks & dialogues

Responsibility Matrix :

Objectives : KPI Objectives KPI

Financial :

1. Achieve Sales Budget

2. Value Chain Effectiveness

3. Brand & NPI Performance GTM Strategy , Marketing & Trade Marketing

1. GTM Strategy as per local landscape & channel

2. Brand Building Exercise

3. Trade Marketing initiatives

Customer :

1. Importer Engagement

2. Channel Strategy for GT MT , EC , Horeca Account Management People

1. Drive Zydus Sales Team capabilities

2. Build skills of FOSs

3. Improve incentive earnings of FOS & Sos