Lead - Commercial - FMCG

Principal Accountabilities

- Distribution & Key account Management (20%)

- Allocate distribution and key account management targets and review them with ASMs

- Responsible for driving growth by converting & retaining key accounts in South India (Goa, Karnataka, AP, Telangana & Kerala)

- Identify top 50 bakery chains and create commercial connection with them

- Conduct the conversion process by involving technical team by demonstrating the product

- Work with marketing in binding them with marketing activities for long term volume growth

- Responsible for setting up suitable bakery distributors and team for achieving sales targets (10%)

- Identify top 25 strategic distribution points and work towards the commercial aspects such as turnover distributor, volume of sales and sales development in the region

- Encourage distributors and brand promotion by creating sales drives

- Identify team and set clear targets to drive growth by achieving numbers

Expansion & Market Penetration (20%)

- Exploring new territories within Southern India and focus on key pocket for volume and profitability

- Explore and identify new territories and launch product accordingly

- All high potential territories to be aligned with the company business goals on priority

- Driving volumes and profitability at the same time by including concept selling

Market Scanning & Analysing (10%)

- Responsible for market data gathering of competitors from sales executives, sales representatives and distributors or retailers from external market and analyzing on regular basis

- Gather complete day to day competition activities

- Analyze the sales data of the competition to review our market share

- Keep a complete track of competition activities and create counter strategies

- Propose and execute all marketing strategies as per the Systematic Annual Marketing plan and as per the market requirements

- Propose innovative marketing concepts for brand building in line with Systematic Annual Marketing plan

- Execute all the accepted concepts and quantify the volumes with suitable suggestions

- Planning & Execution of Volume & P n L(20%)

- Responsible for driving annual - volume / revenue / Sales Force Automation (SFA) / P n L in Bakery Fats in South India

- Plan, present and guide clear annual targets to the team and drive them to achieve the same

- Driving volumes and profitability is the sole responsibility of ZSM

- Drive teams to deliver sustainable sales volume and profitability

- Forecasting and budgeting Stocks is key drive in the given profile

- Driving SCM to adhere to the committed stocks position

- Stocks hygiene to be maintained in all Carry Forward Agent

Team Management (20%)

- Responsible for review of daily/ weekly/ monthly sales targets of the reporting team and taking corrective actions as and when required

- Identify and drive highly energetic and knowledgeable team towards business goals

- Review and guide them on weekly basis

- 100% compliance with SFA Module to enhance team efficiency