Leadership Role - Go To Market & Sales Strategy

National Head Channel excellence/sales Strategy

KRA

- Network Optimization

- Inventory Management

- Quality Control

- Partner Management

- Performance Metrics

- Compliance & Regulations

- Technology Integration

- Process digitisation and Automation

- Cost Management

- GTM leadership and S&D strategy

- Market & Outlet coverage planning

- Sales Infrastructure planning

- Sales effectiveness strategy and execution

- Distribution cost optimisation

- Business intelligence and advance analytics

- Sales technology - SFA & DMS

- Channel development strategy, Alternate channels & Rural penetration

- Stake holder handling

Responsible for overseeing the sales and revenue growth of a specific product category or product line within the Indian market. This role requires a deep understanding of the market, industry trends, and customer needs. The Category Sales Head is responsible for formulating and executing a sales strategy to achieve revenue and market share targets

Distribution Strategy/Sales Strategy:

- Develop and implement a comprehensive distribution strategy for the Indian market, aligning it with the company's overall objectives and growth plans

Market Analysis:

- Conduct market research to identify trends, customer preferences, and competitive dynamics within the Indian market

Go to Market (GTM):

- Identify white spaces, Type of network, new distributor assessment and rollout, Improvement of ND, WD, Counter Share, Market Share.

- Oversee new distributor appointment, launch and monitor performance in initial ramp- up phase Assess ROI, Margin Structure, Distributor Purification - Split/Consolidation cases. Counter share for display and manage product mix.

Network Optimization:

- Continuously evaluate and optimize the distribution network, including warehouses, transportation, and retail outlets, to enhance cost-effectiveness and speed of delivery

Inventory Management:

- Efficiently manage inventory levels to minimize excess or insufficient stock while ensuring product availability

Quality Control:

- Implement quality control measures to guarantee that products are delivered in excellent condition and meet customer expectations

Partner Management:

- Distributors, and retailers to ensure smooth operations and build strong, long-term partnerships

Performance Metrics:

- Define key performance indicators (KPIs) for distribution and regularly monitor and report on these metrics to identify areas for improvement

Compliance & Regulations:

- Collaborate with the marketing department to create and execute marketing and promotional campaigns for activation of distributor's market

Cost Management:

- Manage and control distribution costs to align with the company's budget and financia goals

Technology Integration:

- Oversee the development and roll-out of key channel enablers including technology enablers (E.g. Managing DMS and SFA rollouts

Stake holder handling:

- Managing & handling connect with Service, Category Sales Lead, Regional Managers, Commercial and marketing to increase market share