National Sales Head - FMCG/Retail

Role Overview:

The National Sales Head would be responsible for building and strengthening the sales of the product lines for pan India. He would be responsible for development and performance of Sales & Marketing activities in assigned market for Shield Division.

Key Responsibilities:

The individual would be responsible to drive the Sales and deliver a good Customer Experience

Specific focus areas are:-

Planning:

- Plan and execute Company’ Goals and Strategies to achieve the targeted bottom and top line growth. (Sales Revenue and Profitability)

- Develop a Sales plan and set sales targets for regions in order to promote its revenue, profitability and growth.

- Set service targets (average response rate etc) for regions in order to provide timely & quality service

Performance Management of Sales:

- Provide leadership toward the achievement of sales targets.

- Collect and review regional reports and statistics to determine progress and status in attaining targets and suggest course corrections.

- Identify & implement strategies to improve customer satisfaction index.

- Ensure team schedules payments appropriately & follows up with clients to get payments on time.

Internal processes:

- Manage effectively BU’s cash flow.

- Benchmark internal processes (sales manual, complaint resolution etc) with industry & identify improvement areas to implement process improvements.

- Drive compliance to all requirements of the customers for the product.

New Business Development:

- The National Sales Head would be the Brand custodian for the company and would be responsible for positioning of the differentiated offerings of the company in the competitive market. (negotiate the purchase contracts, develop new supplier for existing and new products)

- Develop alternate/new source for supplies of new products and drive timely launch of the same.

- Use market intelligence, sales data, business projections, and other relevant information to identify and tap new business areas.

- Undertake feasibility evaluation for new business areas to assess technical, cost, and manpower resource requirements, also study market potential of news businesses

- Identify, network and build existing and new business relationships, and partners/ agents in order to keep abreast of latest market trends/competition; and seize business opportunities.

- Develop methodologies for market analysis and conceptualize sales strategies to attract, retain and strengthen the customer base

- Partner with the Marketing team; develop and execute marketing initiatives to achieve targets.

People Management:

- Groom Sales team in order to develop second level leadership in the company

- Lead team members, foster their professional development and growth, and promote teamwork and cooperation.

- Ensure that the productivity goals for the team are met, including service level/utilization and customer satisfaction

Coordination with other departments and authorities:

- Put systems & processes in place for effective coordination of sales & service team with Production, Quality, R&D and material departments for

- Providing inputs for new product/service development

- Providing customer feedback to improve existing products & services

Desired Profile:

- Post Graduate in Management, qualifications in Retail Marketing would be preferred.

- Minimum of 10 to 12 years with at least 5 years of experience in similar role, must have experience in dealing with Modern trade.

- Should have operational knowledge in Channel Sales, in Retail and FMCG sector.

- Should be under 40 years of age and be willing to travel in domestic and international.

- Should be energetic,resourceful, result oriented self driven and quick in turnaround time.

- Should be conversant in understanding and managing finance; the cash flow for the BU

- A demonstrable track record of exceptional achievement, good networking skills, strong communication skills (both verbal and written).

- A high level of professional maturity, with good Business vision, strong work ethic, and an ability to manage a team of all levels.

- This senior leadership position requires the ability to understand changing market dynamics, translating them into actionable marketing strategy and implementing the same.