National Sales Head - FMCG/Mfg

Strategic Planning & Execution:

- Map the sales potential across different zones by analysing historic data and future trends

- Devise retail market penetration strategy for the company and ensure it is cascaded into the zones and regions

- Develop and ensure implementation of the retail business plan, sales plan and budget by collating and analysing information received from zones and regions, market trends and forecasts

- Develop and ensure implementation of retail channel specific action plans of TLs, in order to maximise revenue growth across Plumbing segments

Reviews and Market Intelligence:

- Conduct periodic reviews with the zonal teams to assess progress with respect to business plan and recommend course corrective actions, if any

- Review weekly sales revenue and pipeline growth to identify gaps against goals and formulate strategies to address areas of opportunities/challenges

- Provide periodic feedback to Management regarding revenue while leveraging sales force reporting tools and dashboards, risk to business plan, successes and sales activities

- Devise strategies to counter the competitor initiatives in order to maximise presence in the market

New Product Development:

- Identify and recommend new product lines/product improvements for the retail channel to management by collating opportunities across zones for new products/ packaging/ service changes

- Ensure successful implementation of marketing activations, plans and promotions across the different geographies for smooth launch of new products

Relationship Management:

- Maximise customer satisfaction by analysing sales satisfaction survey results and creating action plans to improve the same

Distributor Management:

- Maintain and expand distributor base by identifying new distributor opportunities, assessing current network, building and maintaining rapport with key distributors on a regular basis

Resource management and development:

- Responsible for the planning, recruitment, direction, organisation, performance appraisal, control and motivation of zonal heads and region heads to accomplish specific sales objectives

- Identify the skill gaps in retail sales team and communicate the same to sales operations team and HR

- Ensure that the sales team gets exposure to adequate training programmes for improving sales force effectiveness across the different regions