General Manager - Sales - General Trade - FMCG

Position - General Manager - Sales (General Trade)

Location - Pune

Reporting - COO

PRINCIPAL RESPONSIBILITIES:

A) PLANNING:

a. Business planning, forecasting and analysis for assessment of revenue potential & business opportunities

b. Launch planning and plan for Growth of each Product and the Brands Norms and Benchmarks for Market Coverage and Presence; Reach and Efficiency.

- Involvement in Terms of trade finalization, Joint Business Planning, Promotions, SKU registration - with Key accounts.

- Policies, Systems and Processes

B) OPERATIONS:

Sales Responsibilities:

- Responsible for revenue generation across products and regions and ensure yields across products through Regional Managers and other direct reportees

- Ensure quality of distributor activities and Area Sales managers across region

- Keep a tab on arithmetic calculations, pricing structures, gross margin and profitability

- Responsible for Marketing and Sales and works through Marketing Managers and Regional Managers to achieve top line & Bottom line market share and achieve revenue and brand objectives

- Prepare Business Plan on business design, structure, process and operating plan and financial model

- Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategy

- Periodically review distributor performance through Regional Managers and check on gaps in performance and seek reasons and actionable steps to close the gaps

- Conduct effective and accurate market research and apply this information to increase market share

- Conduct regular meeting with distributors and sales team to discuss target status, product training and sales strategy

- Monitor and analyze all marketing and sales reports received through SFA System as wel as from regional office and also distributor feedback

- Coordinate, prepare and launch new products for the assigned market(s) with operation of the respective sales department in the respective regions

- Motivate and monitor sales representatives in regions, branch offices and distributors on marketing and sales activities

- Coordinate with administration, commercial and factory departments to ensure timely orders, and smooth function of action in the system

- Update management on business process and operating plan and financial model and profitability

Span of Control

- All India GT Operations

- People responsibilities direct and Indirect 200+

C) PEOPLE MANAGEMENT:

a. Leading, mentoring, training & monitoring the performance of team of managers from Sales Promotions & Marketing function to achieve functional KRAs

b. Create/sustain a collaborative & performance oriented environment while providing development opportunities to members.