Divisional Manager - Sales - FMCG

Divisional Sales Manager

ASM, SE handling profile

Job Purpose :

- Drive & lead the regional sales team in the achievement and ensure sales targets & realization

- Guide the area sales managers in relationship development and be accountable for all activities within the region

- Manage the overall business delivery and operation of the region through efficient resource allocation, people management and internal coordination

Strategy & Planning :

Sales Planning :

- Prepare the sales budget for the region and submit the same for approval

- Set regional sales targets for each product in alignment with overall sales strategy; break it down area wise and share with the various area sales managers

- Develop an efficient distribution channel in the region by identifying and developing the key distributors and channel partners

- Evaluate market trends and gather competitive information to identify trends that effect current and future growth of regional sales and profitability

Operations :

a) Achievement of sales targets

- Share monthly sales plan with the Head- Sales

- Track achievement of the sales targets by monitoring sales reports, realization & collections, and modify and correct the area-wise allocation based on feasibility

- Communicate the deviations on sales targets to the Sales Head and SCM team at the plant to support achievement of optimum inventory

- Monitor the coordination between warehouse and distributors for stock availability as per plan

- Conduct regular sales review meetings for identification of issues affecting realization and discuss the sales trends and best practices

- Direct the selling activities within the region, inclusive of resource deployment and customer interactions

b) Customer Relationship Management

- Approve any new distributors being appointed in the region after conducting the due diligence on the same