Head - Sales - FMCG

Job Purpose:

Responsible for sales revenues and developing and implementing an effective sales strategy for the business in general. Responsible for planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.

Key Accountabilities:

1. Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in line with Annual Business Plan (ABP).

2. To direct the Sales team and establish sales targets brand wise, pack wise as per ABP, help them in breaking the same geographically, monthly, weekly & daily targets.

3. To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets.

4. To plan and implement local sales promotion in consultation with marketing and trade marketing teams

5. To analyze stock movement/availability

6. Help MD and Marketing Head in developing long term pricing strategy to maximize variable margin through product/ territory/ pack mix decisions.

7. Regularly have commercial review for profitability and working capital including debtors.

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

9. Work out a training calendar for all players in the Sales Organization and implement the same with the help of head - sales and training development

10. Work towards reduction in cost with optimum quality of product development

11. Responsible for expansion of CSD sales.

12. Achieve Turnover & Profit targets

13. Recruit, Develop & retain quality manpower

Functional Competencies:

- Must be strong in Sales Planning and Strategy, Sales & Marketing Concepts, Product Positioning, People Management, Competitive Analysis, Understanding the Customer & consumer, Product Development, Client Relationships

- Must have strong knowledge of distribution and sales networks, Knowledge of distributors and FMCG route to market

- Must have excellent idea about the current trends & customer buying behaviour in the FMCG sector

- Very sound functional / business knowledge

Behavioral Competencies :

- Strategic Orientation

- Performance and Accountability

- Leading Teams

- Communication & Listening

- Negotiation

- Decision Making

- Entrepreneurial Mindset

- Planning and Organizing

- Flexibility and Adaptability

- Mentoring and Coaching

Experience & Educational Requirements :

- MBA or equivalent (Preferable Sales & Marketing) from a reputed institute

- 15+ years total experience with 7+ years in managerial capacity