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12/02 Verified Recruiter

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Head - Sales & Distribution (18-25 yrs)

Delhi NCR Job Code: 796676

Position Title : Head - Sales & Distribution

Department : Sales & Distribution

Work Location : HO, Delhi

Operating Level : President & Above Travel Required: Yes (50%)

Reporting to : Administrative: MD

Reported by : NSM, Sales & Customer Development, Alternate Channel Head

Functional : MD

Educational Qualification : Graduate and MBA

Experience : The incumbent must have 18-20 years experience in Sales & Distribution out of which at least 6 years should be as Sales & Marketing Head of the Department. The candidate must be good in business analysis and presentation skills. Prior experience in FMCG / Footwear industry is a must

Any additional requirement :

Purpose of the Position (Job Summary) :

- The purpose of this position is to develop and drive strategy for traditional and emerging channels (ECommerce, Modern Trade, Institutions etc.), organize and guide team on sales delivery and operations, develop and deploy initiatives to grow sales, plan & ensure availability of financial, technical and human resources for the team to improve revenues and profitability.

Key Roles and Responsibilities :

Financial Increase Sales from Traditional and New Channel Business :

- Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in line with Annual Business Plan

- Ensure Sales Target (Value and Volume) are achieved Quarterly and Annually

Increase Net Realization by improving product mix and price increase :

- Ensure Increase in Average Carton Value

- Ensure minimum revenue generated from sales of new products (NPDs)

- Have a clear focus on new channels like Institutions and Modern Trade to build Distribution, Visibility and volumes.

- Ensure minimum Credit Outstanding in the region

Customer Orientation Relationship Management with Distributors (DBRs) :

- Agree appropriate call cycles for different distributors based on the business potential of each distribution-ship. Maintain call cycle

- Build and maintain Distributor relationships to grow sales, keeping in mind the overall goal of the team. Progress will be measured on an annual basis

Develop and maintain sales opportunities :

- Develop and maintain distributors to secure long term sales opportunities

- Work closely with DBRs to develop an annual plan for promotions and advertising campaigns, ensuring that they understand the best means of merchandising product to exploit each promotion

- Ensure that DBRs have access to appropriate stock levels to meet the additional demand generated by promotions

- Work with the marketing team to ensure that DBRs are fully aware of and support planned promotions, tailoring the approach each DBR will take and advising them on the stock levels required to meet demand

- Ensure DBRs are provided with all promotional material to enhance the likelihood of AQUALITE product sales

- Ensure that DBRs are fully conversant with the features and benefits of any new AQUALITE product being launched, and that the appropriate marketing material is available to them in advance

- Ensure timely issue resolution of DBR issues and concerns

Manage administrative tasks in a timely manner :

- Manage product issues (such as recurring faults) at individual DBR level, arranging credits, replacement stock as required, making decisions within the approved level of delegated authority and providing feedback to Brand Managers where a recurring fault results in product returns or on-going servicing and repair problems

- Authorise and allocate transit damage rebates and credits effectively, efficiently and within Company guidelines in order to maintain a positive relationship with DBRs and maximise profitability.

People Orientation - Motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets

- Lead and manage the GMs, RSMs and ASMs providing clear business direction, setting personal and area objectives with regular coaching and performance feedback

- With HR create and maintain succession and talent management plans.

- Recruit and develop field sales teams to deliver a robust talent pipeline. Identify key training needs and work with HR to ensure appropriate solutions.

Internal Business Process - Ensure improvement in Stock Availability article wise

- Ensure minimize average outstanding at end of each month as a % of month's sales

- Improve Adherence to Key Sales Processes

- Ensure submission of Complete Demand Forecasts as per timelines, while ensuring forecast accuracy as per defined objectives

- Conduct timely reviews as per sales governance model

- Ensure minimum days tour plan for Market.

- Provide inputs on distributor/ retailer engagement programs and ensure the program objectives are met

Competencies

Technical/Functional Behavioral

- Market Analysis & Forecasting

- Product Knowledge

- Business Strategy, Planning and Implementation

- BTL implementation

- Distributor management/ engagement - Coaching & Mentoring

- Leadership Presence

- Execution Excellence

- Collaboration

- Customer Focus

- Adaptability

- Result orientation

Key Result Areas :

Quantitative / Qualitative

- % Target achievement on AOP

- % revenue contribution from NPDs

- Average outstanding at end of each month as % of month's sales

- Incremental revenue from distribution expansion

- Attrition

- # of participating distributors/ retailers in promotions/ engagement programs

- % adherence to monthly market working plan

- % Improvement in forecast accuracy - Sales force effectiveness

- Distributor coverage expansion

- On time target setting for team

- Team engagement

Key Stakeholder Management :

Internal / External

- Marketing/ Brand team

- NPD

- Production Planning & Logistics - Distributors

- Retailers

- Consultants

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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