Head - Sales Analytics + Strategy - FMCG (12-15 yrs)
Functional Responsibilities :
- Head the Sales team to ensure efficient, effective and comprehensive support of the sales associates across multiple teams and markets
- Lead and manage sales associates within his/her charge by developing a business plan that covers sales, revenue and organization costs
- Enable the subordinate functional teams- capabilities and enforce consistency in the execution of key capability areas; SalesReporting, Account Planning, Execution Analytics and Route Design
- Ensure his/her team delivers in accurate and timely services regarding;
- Sales reporting and analysis of service metrics; providing weekly compliance reporting and analytics against core metrics of delivery standards and communicate this information internally/externally, record customer service issues, etc. and generate monthly reports summarizing
- Account planning; track sales performance against pre-set thresholds, conduct trade management transactions with customers and produce turn-key directions that clearly illustrate the expectations of how our products are merchandised
- Execution analytics; provide in-store merchandising directions to our sales teams, analyze data to identify which promotional events met the success thresholds
- Route services; support accelerated sales growth and while optimizing costs (related to delivery/service) through route design
- Monitor and report performance to key stakeholders
- Actively conduct on-going review of operational services to drive agility and effectiveness
- Ensure delivery of accurate and timely data in accordance with agreed service level agreements (SLA) with the Remain Co.
- Overall accountability of process design, innovation and continuous improvement of the processes mandated with an end-to-end view to drive results on three parameters - Effectiveness, Efficiency and agility
- Ensure Sales organization stays connected with the business by integrating front and back end services
- Focus teams against the speed of execution and quality of service delivery rather than the achievement of SLAs
- Recognize opportunities and take action to improve delivery of work
- Implement continuous improvements and simplifications of processes, standardization of reporting and optimal use of technology
- Scale-up operation in-line with business growth (within existing scope) as well as new areas of opportunity
People Responsibilities :
- Manage and motivate large teams
- Lead the Sales Functional training agenda. Facilitate training across team, as well as other support functions and groups.
- Set individual targets with the sector and/or Division teams, and track goals
- Facilitate smooth transition of processes to team (future scope could also include other support functions)
- Develop on-going training and capabilities plan for associates.
- Organize weekly/monthly/quarterly reviews for subordinate team leads to ensure continuous improvement in efficiency, effectiveness and overall integration of the work with markets
- Drive comprehensive change management (identifying the need for change and the role each individual play)
- Actively conduct an on-going review of operational services to drive agility and effectiveness
- Ensure career growth opportunities for associates and engage in people planning and resource allocation activities
- 12-15 years of experience in Sales Team Management
- Bachelor- s/Master's degree in commerce/business administration/marketing
- DB / Customer management capabilities
- Previous experience as a people leader
- Experience within strong top-tier consulting or Prior Fast Moving Consumer Goods (FMCG) company experience required
- 5+ years development experience related to data analytics and reporting including the usage of relevant tools and software packages. Knowledge of cloud-based data analytics platforms
- Ability to provide superior customer service
- Propensity to learn PepsiCo software systems
- Strong knowledge of MS Office programs
- Excellent leadership and customer management
- Leadership ability to handle large teams
- Strong leadership and people development capabilities
- Ability to provide superior customer service
- Language skills - English fluent
- Ability to recognize and take action to improve delivery of work
- Possess ability to analyze & benchmark competitive scenarios and evaluate strategic partnership opportunities
- Excellent written and oral communication skills; consistently communicates using appropriate methods for situation and audience in clear, concise and professional manner
- Ability to work collaboratively and proactively with multi-functional teams
- Be flexible, organized and able to manage competing priorities
- Organization effectiveness
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