National Sales Head - FMCG

Key Accountabilities :

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

- 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.

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

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

- To analyze stock movement/availability

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

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

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

- 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

- Work towards reduction in cost with optimum quality of product development

- Responsible for expansion of CSD sales.

- Achieve Turnover & Profit targets

- 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

Educational Qualifications : (degree, training, or certification required)

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

Relevant Experience : (no. of years of technical, functional, and/or leadership experience or specific exposure required)

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