Head - Sales - FMCG

Job Description :

- Prepare annual business plan in concurrence with the management and ensure to its deliverables, ensure brand depth and width in market, ensure visibility in outlets.

Strategy / Planning :

- Directs the activities of the regional team & field sales staff to ensure compliance with business plan and company policies. Establishes sales territories, quotas, and goals and advises staff.

- Defines and directs the sales strategy for the region. Leads the strategic development and implementation of sales strategy.

- Builds strong relationships with key leaders, partners, and clients, internal or external to the sales organization.

- Develops the business plan covering all markets and regions

- Studies market to identify restructuring needs and develops team ability to make changes.

- Works with marketing to influence strategy and provide forecasts.

- Studies marketplace trends and changes taking place for implications to business.

- Creates opportunities and identifies high-level competitive/differentiation strategies.

Business Development :

- Develops and deploys network strategies for improving Company's reach and improving retail service levels

- Analyse market trends and track competitor activities; provide inputs to enhance and fine-tune sales and marketing strategies

- Reviews market analyses to determine customer needs, volume potential, price schedules and discount rates.

- Develops sales campaigns to accommodate business goals. Monitors sales staff performance against quota and initiates departmental changes as appropriate to achieve goals

- Evaluates investment decisions relating to sales strategy

Product Promotion / Launch :

- Devising and implementing marketing strategies and plans for successful launching of new products

- Active participation in arranging for marketing collaterals for branding of new products.

- Ensure maximum brand visibility to capture maximum market share.

Performance Analysis :

- Ensure strengthening of sales force by critically reviewing them using 'Numbers Speak'.

- Measure BIG thinkers and Challenging Guys who under take audacious targets in each sales layer.

Mentoring / Coaching :

- Mentors the First Line Manager/Area Manager team. Coaches and develops direct reports to enable them to be better mentors and coaches for their front line sales teams.

- Develop requisite skills and guiding poor performers.

- To be a mentor for entire team in terms of sales process, adherance to SOP, compliance, performance.

- To make a strong & robust attitude driven team at every level & identify challengers who drive bigger agendas in the market place with more confidence and conviction

Budget Control :

- Establishes and manages budgets, forecasts and reports. Scrutinizes regional expenses against budget.

- Develops cost control policies when necessary

Compliance :

- Uphold and ensure code of conduct and compliance to stat / regulatory norms

- Ensure adherence of the region of sales SOP

- Conformation to all financial and administration systems

Culture Building :

- Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

- Being a role model for the organization's beliefs.

- Reinforcing organizational values.

- Ensuring that organizational ethics are defined, understood and practiced.

- Enabling two-way communications and feedback channels.

- Defining roles, responsibilities and accountabilities.

- Sustaining reward and recognition systems.

- Encouraging empowerment and teams.