General Manager - Sales - FMCG

General Manager - Sales - FMCG (Telangana & AP)

Location: Hyderabad - (Telangana & AP)

Industry: FMCG

Client: Leading Edible Oils & Agro Products manufacturer

Qualification: MBA must - from a Business School or Premier institute preferred.

Experience: 10 - 15 years of experience in FMCG channel sales in Telangana & AP markets.

Description

Responsible for preparing the sales strategy and growth plans for the region in line with the vision of the organisation.

Key responsibility as a business head is to deliver Revenue, Volume and Cost objectives for his business.

Roles and Responsibilities

Preparing Annual Sales Plan including Sales, Manpower Planning, Distribution objectives, reporting, BTL activities, Costs and Margins in alignment with the sales ABP.

To Monitor and review the performance against the planned objectives in the Business Review Meetings.

Responsible for achievement of Sales targets of KRPL across various product categories through effective Sales strategies.

Responsible for the coordination of Sales and Distribution activities across the assigned region through team performance, development and controlling sales expenses. Effectively drives sales strategy into ground level execution.

Responsible for achieving Primary and Secondary Sales targets across brand/pack for the assigned region in line with Sales Strategy.

Periodic reporting of progress (daily / weekly / monthly) to the sales head.

Conceptualising and executing selling strategies for relevant product categories.

Devising strategies & plans/ monitoring Logistics to ensure ready availability of stock at Distributor level.

Stock forecasting and accuracy to drive business growths/market share.

Revamping and replacements of stockiest to ensure better market hygiene and effective working.

Align with Marketing on activations to help achieve sales objectives.

Set and achieve key performance targets for sales, delivery, cost, expenses and other measurements of operational performance.

Set up Sales Systems & Procedures to enhance productivity & performance. 14. Drive sales automation across the sales system in his region.

Manage all sales related activities covering setting and strictly monitoring of sales targets and ensures accurate delivery of products in all sales channels.

Ensure timely collection from the market.

Timely update and present competitors activities and provides market feed-back on new products, prices changes, new launches, etc to the sales head.

Communicate operational/sales results, activities, etc. to Sales Head and provide recommendations and plans for ongoing improvement.

Responsible for talent acquisition and capability development. Control the attrition.

Undertakes performance reviews and feedback for direct subordinates / team members and forward report to the HR department.

Build a goal oriented vibrant S&D Focused sales team and create Sales Leadership. 22. Conduct training programs and one-on-one coaching sessions for the sales team.

Accountabilities

1. Identify strongly with the sales vision and company objectives.

2. Responsible for managing the entire region for business excellence 3. Achievement of Targeted sales volumes Primary and Secondary - and Distribution Objectives across all Identified Brands / Categories and Identified distribution channels.

4. Adhering to cost of sales goals by optimizing trade schemes and other trade spends.

5. Distribution and distributor management

6. System and Process Adherence

7. People management.

Measures

1. Thought Leadership for the business

2. Volume and P&L Achievement as per ABP

3. Distribution Numbers as per ABP

4. Team Satisfaction scores.