Head - Institutional Sales - FMCG/FMCD - IIM/MDI/ISB/FMS

PURPOSE :

- Owns sales performance including P&L, volume and market share, channel strategy, and demand planning for institutional sales and projects and manages channel budget .

ESSENTIAL DUTIES AND RESPONSIBILITIES :

a. Planning :

- Owns development of channel strategy, including price, product and volume mix, and business growth plan for existing/new accounts

- Owns development of monthly demand for channel

- Leverages sales analytics and business intelligence to identify channel trends and design channel strategy

- Drive sales target-setting for field sales and conducts periodic reviews

- Leads and reviews channel sales force productivity to meet value, volume targets

- Manages channel budget

b. Sales Activation :

- Manage BTL initiative selection

- Manages deployment of TPI and incentives to field staff

c. Trade Partner Management :

- Owns channel sales funnel and manages conversion of difficult accounts serves as needed

- Serves as senior point of contact for key channel partners

- Leads representation in industry events to support business development as required.

d. Operations :

- Oversees all logistics for the channel

- Owns general administration for channel

Qualification : MBA from Premier institutes

Industry : FMCG, Mobile Handsets, Consumer Durables, Lighting companies like Syska, Bajaj Electricals, Wipro Lighting, Philips, Eveready industries)

CTC budget : 45 lpa and above

Location : Gurgaon

Prior Experience : 12 to 18 years in FMCG, Consumer durables or Mobile Handsets heading Institutional Sales

Key words : Sales, Business Development, Institutional Sales