Head - CCD Sales - FMCG

Head Sales ( CCD ) - FMCG Industry / Kolkata

Strategic & Planning Responsibilities :

- Understands Co. Business Vision and develops Co. sales strategy for CCD in alignment with the business vision for the achievement of annual sales targets, expansion & retention of the market / customer base and development of a strong brand proposition.

- Develops the Distribution strategy to ensure optimal supply of goods based on market requirements across regions up to the retailer level

- Develops strategies with Head Marketing and Trade Marketing team for brand promotion and to ensure brand recall in the minds of the consumer and contributes to the formulation of annual marketing plan

- Develops new strategies in close coordination with the Sales Development Team to scan the market for potential new avenues & generate revenue from untapped markets; and launch new products for generating new business

- Plans for and deploys optimum Manpower to maximize productivity of the department

- Ensures research and reporting on future changes in the FMCG business and takes into account these factors while planning of the business strategy, resources and procedures and improvise the sales strategy

Functional Responsibilities :

- Takes overall responsibility for implementation of the sales strategy through the establishment of mid to long term performance goals and ensure their constant review

- Translates the overall sales strategy / targets to regional levels and share with the regional sales team; Establishes measures, timelines and mechanisms to regularly review the performance against the set targets and provide guidance and support to the team for identified issues

- Takes overall responsibility for accurate demand forecasting across regions factoring constraints and contingencies with minimal fluctuations of schedules; ensure healthy discussion on the same in S&OP meetings

- Co-ordinates with operations to ensure smooth flow of stock and effective stock utilization

- Ensures optimal management of Inventory of finished goods streamlining stock flow from depots to distributors / retailers across regions

- Designs guidelines for development of an effective distribution channel, robust dealer networks that have mechanisms to get required stock status information on a real time basis; Monitor the effectiveness of all channel partners

- Ensures and monitors mechanisms for distribution extensions & secondary sales

- Ensures assistance for implementing marketing strategies across the country along with the

- Trade Marketing Team; Develop pricing hypothesis using market research studies and promotional programs

- Co-ordinates with sales HR for all administrative and infrastructural support for the sales force

- Ensures timely collections of all required forms & documentation and preparation of all MIS

- Reports etc.; Review and analyze variances and take required action

Financial & Control Responsibilities :

- Strategies selling costs & their optimization & contribute to pricing strategy for all SKUs factoring margins and other costs incurred at each level of the supply chain and pricing of competitors

- Creates the annual domestic sales budget for CCD and decide on the allocation for various activities; Monitor adherence to the budgets

- Supports in formulation of the credit policy and develop a framework that would be applied across regions to ensure standard credit limits

- Ensures efficient Debtor management by monitoring cash flows at various levels and setting mechanisms to ensure that there is no blockage

- Ensures optimal manpower costs within the department

People Responsibilities :

- Drives a culture of performance amongst subordinates Set goals, review and manage performance, guide and counsel and provide feedback on performance so as to ensure a motivated and committed team

- Develops the capabilities to take on higher responsibilities while performing the given / in-charge responsibilities at various levels within the Sales Department

- Ensures adequate training of sales force to be able to handle market dynamics and meet the requirements of the Distribution channel

- Ensures effective career and succession planning for all positions in the department

- Takes overall responsibility for increasing ownership & empowerment within the department

- Oversee any other assignment or special assignment based on business need as communicated from time to time by the Reporting Senior / Head of Function

Required Qualifications and Skills :

- A full-time MBA or Engineering from a Premium Institute with at least 15 - 20+ years of experience

- Familiarity with the business community in respective areas

- Result Oriented and Capacity to operate in a growth environment that is increasingly competitive

- Set the highest ethical and professional standards

- Have successfully led a team in the past

Age Limit : Max 55 years

- Must have PAN India exposure, handling various regions in the past role/s

- Head Sales will report to CEO & Director Sales CCD.

REMARK : Candidate with a remuneration above 75 lacs p.a. needs to apply.