Lead - Sales - FMCG/Retail

The Lead - SPD is Responsible for managing the overall sales planning function including detailed sales budgeting & monitoring, gathering & analysing market intelligence for necessary action, management of sales force incentives, customer credit management and analysis of special requests from Institutional Sales, and providing critical decision making support for Business decisions to enable profitable business growth as planned.

Functional Capability:

- Provide analytical inputs based on market intelligence through information collated from zonal teams as well as research to support management decisions regarding market pricing, product placement, branding & promotion activities

- Collate proposed sales budgets from the sales teams, analyse the proposed sales budgets and make recommendations for modifications in budgeted figures to Sales Head

- Undertake detailed drill-down of approved sales budgets to define budgeted numbers & sales targets by SKU, product, geography, channel, etc.

- Analyse sales achievement data to determine further support required - pricing and promotion changes for improving profitability or enabling growth

- Participate in regular sales reviews with management team to determine sales performance vis- vis plans by product, SKU, geography, channel, etc.

- Provide updated information on sales efficiency & productivity to compute incentive applicable as well as to identify opportunities for modifying the incentive schemes in line with business focus

- Identify emerging sales force effectiveness technologies being used and propose the same to sales teams & management

- Oversee deployment, adoption and upgradation of the askes technology solutions as required for the driving sales force efficiency & effectiveness.

- Consult with & update management for critical decisions, updates & inputs

- Groom successors for taking on critical roles in the team for the future

- Manage people development initiatives within the department / function to ensure a capable and motivated workforce

- Develop and execute go-to-market strategies for new product launches, ensuring alignment with overall marketing and sales objectives.

- Monitor SFA DMS implementation and adoption

- Lead initiatives to enhance sales effectiveness and analytics