Reporting to: CBO
Location: Chennai
Role Purpose:
To lead and scale the sales and distribution business, across all Multi-Brand Outlets (MBOs) in South India, through effective management of distributors, agents, and regional sales teams.
Key Accountabilities:
1. Business Planning, Sales and Collections:
- The Head of Sales is responsible for designing annual, quarterly, and monthly sales plans, and set targets.
- Managing dual channel operations - both Agents and Distributors.
- Network and Channel Expansion - via Agents and Distributors.
- Periodic review of teams on Primary and Secondary Sales against set targets.
- Responsible for ensuring collections as per the guidelines.
- Sales Analysis and corrective steps for underperforming Distributors, territories and slow-moving SKUs and declining outlets.
- Relationship Management with key Agents, Distributors and large Retailers.
- Formulating and implementing incentive and commission structures for Agents and Sales Team.
2. Product and Market:
- Ensuring the right product mix at the market and giving intelligence inputs on Fabric, Designs, Sizes and Colour preferences.
- Responsible for preparing a region-wise assortment for merchandising planning.
- Tracking Competitor pricing, new launches, Schemes and gather field feedback.
3. Inventory, Supply and Distribution Coordination:
- Aligning sales with supply chain by coordinating with Production, planning and warehouse.
- Responsible for Healthy inventory turnover.
4. Trade Marketing and Promotion Management:
- Ensuring higher off take and retailers retention and loyalty.
Qualification and Overall Experience:
- 15 - 20 years in apparel / textile / fashion / FMCG distribution sales.
- Minimum 8 - 10 years in a senior leadership role (RSM / ZSM / AGM / National Sales Manager).
- Experience in Apparel Industry, especially wholesale, experience with Agents is strongly preferred. Experience in a Distribution based setup is mandatory.
- Languages - Tamil, Hindi and English is mandatory in addition to any other regional language (Malayalam, Telugu, Kannada).
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