Head - Sales - FMCG - IIM/ISB/FMS/MDI

1) Key Role :

The Head of Sales will be responsible for developing and executing the sales & distribution plan of the Company for increasing top and bottom line targets and transitioning to the new methods of selling. Especially the introduction of Technology and use in the franchising of the Technology based Company Showrooms.

Essentially, the incumbent would need to develop and implement a strategy in consultation with CEO to ensure the company transitions to this new strategy to grow the business.

2) Education and Experience :

- Preferably an Engineering Graduate with MBA from a premier Institute having experience of 15 to 20 years, of which at least 5 years should be in a senior management capacity as Head - Sales

- Experience in franchising company showrooms for retail sales, especially in having used Technology as the prime USP in the distribution network.

- A track record of consistently exceeding revenue and profitability targets in competitive environments. Having led large teams of Sales Professionals

3) Sales :

- Develops and implements the annual Sales plans clearly outlining top-lines, bottom-lines, market share and cost objectives. and also initiating actions for introduction of technology based company showrooms.

- Drive the national sales plan at Zonal level developing the sales potential from each zone.

- Develops & controls an efficient distribution network to ensure adequate customer servicing within laid down credit policies & other stipulated norms including finished goods inventories.

4) Human Capital :

- Works with HR on strong leadership pipeline who would be capable of shouldering higher responsibilities down the line. Creates an ambience where performance is rewarded and non-performance is weeded out.

- Build and retain a strong sales team through training and performance management and work in co-ordination with Corporate HR to drive innovation as a culture in the team and constantly look for renewal and change to the next big idea.

5) Personal Attributes :

Characteristics and competencies expected :

- Should be a self starter with high energy and able to drive teams; a task master.

- Should have the highest level of integrity, enjoy credibility and positively influence others within the teams and with the trade outside the organization

- Highly result oriented with the capability of taking ownership in resolving issues.

- Must be able to interact with dealers and distributors / Builders build trust and strong bonds.