Head - HoReCa & Alternate Channels - FMCG

- Manage a team of 5-6 NKAM's spread across MT, Government Channels & Insti Sales, 1 MT Operations Head, along with strong field team of 30 extended sales team members.

- To service, develop and manage a sales team and portfolio of accounts in line with the Brand / sales strategy

- Build an excellent partnership and exceptional collaboratively working relationships with chains, conduct JBP with main clients on annual basis

- Manage accounts sales growth and profitability in line with company objectives

- Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, merchandising and retail opportunities, profitability, terms of trade, securing high voltage visibilities with help of S&CM

- Monitor the accounts' performance against business plan and develop alternative strategies when needed

- Communicate critical business information to the appropriate internal contacts for further action

- Develop and manage the sales team including the merchandisers and to motivate them and ensure that XXXX's in-store execution is of gold standard

- Ensure development of expertise and know-how and support organization changes

- Work closely with S&CM & Marketing to define Beauty advisors focus BGR on an ongoing basis.

- Completion of all administration account and internal completed on time and 100% accurately

- Plan, negotiate, and finalize the annual promotional calendar / activation

Relationship Management:

- Establish a sound working relationship with main accounts and ensure a Win Win situation for both parties

Trade Visits

- Conduct regular trade visits with sales force

- Continuously monitor and improve brands merchandising presence.

Required Qualification :

- Successful track record of working in organized trade vertical, especially in Modern Trade in a senior role, Experience of managing big chains like (BB /Reliance /Dmart) and health and beauty channel (H&G), Walmart, etc would be ideal.

- Strong external stakeholder management and negotiation capability

- A minimum of 10 years sales experience with a leading FMCG company

- Business Administration/Sales/Marketing Degree/Diploma from an accredited university

- Strategic Business Planning and financial analysis to drive growth and profitability - understanding commercial and marketing levers in the MT context

- Leveraging Internal collaboration - especially S&CM

- Large team management (30+ members)

- Presentation and Communication skills

- Ecommerce and Marketing experience is preferred