Role Profile:

National Sales Manager Consumer General Trade for Mumbai, Maharashtra

Role Purpose:

The Nation Sales Manager GT (NSM-GT) grows, aggressively and profitably, the ISBN consumer General Trade business in the relevant aspects of Distribution, Sales, Key Account Management and Category management. He/she leads inspiringly a sales organization with Sales Managers and Distributors. He/she ensures an efficient and effective Sales organization. He/she helps to develop a superior consumer- and market understanding for mechanical household cleaning products in India. He/she acts as a role model for the sales organization in promoting and living the guiding principles of the FHCS Mission Statement in the daily business. He/she defines short-term and long-term sales objectives and ensures the accomplishment of these objectives and the delivery of business results. He/she provides adequate resources to the sales organisation including quality and quantity of members, sufficient funds, necessary information & consultancy.

Key Responsibilities:

1. Achieve the monthly/annual sales targets:

- Targets include national and zonal distribution, sales, profitability, merchandising, trade budget, accounts receivables, and new product targets. Define and implement corrective measures.

2. Develop and implement strategies:

- Strategies for existing, new or under-developed trade channels/markets, exploiting full potential of ISBN markets.

3. Implement regular and standardized analysis & reporting:

- Reporting of actual business-performance (zonal, customer sales & profitability, Distributors sales, product-sales, coverage, distribution, merchandising, productivity etc.) versus agreed targets.

4. Management of price levels and trade margins:

- Drive and lead price list implementation in the country.

5. Set clear OGSM to the Sales organization:

- Define working customer plans in close collaboration with Marketing.

Additional Responsibilities:

1. Provide logistics function:

- Provide logistics function, every month, with 3 month rolling sales-forecasts by product.

2. Develop and implement strategies:

- Strategies for new product launch.

3. Provide training and personal development:

- Provide training and personal development to all members of the sales organisation fully exploiting their potentials, with a clear road map for the key members. Initiate digital & category mgt product- and sales trainings for the sales organization.

4. Ensure a sustainable sales leadership pipeline:

- Maintain a sustainable sales leadership pipeline.

5. Plan and implement sales promotions:

- Plan and implement sales promotions in consultation with marketing.

6. Monitoring of local market:

- Monitoring of local market and competitive activities & reporting.

Directly Reports to:

Sales Director

Functionally reports to:

CEO

Number of reportees: 6-8

Interactions (Internal & External):

Marketing, India; Controlling, India; Product Supply, India; FHCS Management Board; Regional Leadership teams; External suppliers; Global Sales Team.

Desired Behaviour:

1. Leadership:

- Acts consistently and with integrity and sets high performance standards for self and others, while assuming responsibility and accountability. Makes critical and timely decisions.

2. Value for customer:

- Demonstrates understanding of the overall business & seeks ways to improve external and internal customer satisfaction.

3. Drive & Execution:

- Identifies what needs to be done and takes action before being asked in order to keep projects on track. Demonstrates a sincere, positive attitude to getting things done. Takes full accountability for actions and results. Considers the company's priorities when making decisions and analyzes the costs and benefits of various alternative solutions.

4. Communication:

- Ensures that communication is effective, timely and understood. Is open and approachable and delivers criticism constructively, demonstrating sensitivity to the feelings of others.

5. Innovation:

- Is open-minded and receptive to challenging the status quo or applies best practices. Displays a high level of curiosity and engagement and works to develop new business approaches and opportunities. Looks beyond to offer suggestions for improvement in overall organizational operations.

6. Management of Change:

- Drives change to significantly improve business to a higher level of quality, effectiveness, and performance.

7. People and Organization Development:

- Focuses on people and organizational growth.

8. Influence:

- Has clear view at the big picture.

9. Integrity & Winning Spirit:

- Maintains integrity and a winning spirit.

Professional Experience and Education:

- Min. 7 years zonal / India managerial experience in Sales and Trade-Marketing of branded consumer products in India, ideally in FMCG non-food. With +12 years of sales management experience (No B2B).

- Education: Graduate, MBA preferred.

- Experienced in guiding, leading and motivating a large team, knowledge of personnel assessment tools, career path planning.

- Good knowledge and experience in creating and implementing Sales- and Distribution Plans, Trade-Marketing Tools & Marketing plans (preferred).

- Good knowledge of trade structure and sales-force management in India.

- Good knowledge & experience of General Trade. Modern Trade (preferred).

- Knowledge of Sri Lanka, Bangladesh, Nepal markets would be an added advantage.

- Should be well versed with digital and omnichannel over and above MS office tools.

- Fluent in Hindi and English.

- Organised, result oriented, inspiring, team spirited, enthusiastic and self motivated.

- Potential for self development (ambitious personality).

- Good analytical and problem solving skills.

- Good presentation skills, able to communicate ideas clearly and convincingly.

- Active team player with the willingness to take over responsibility, be a hard worker and the spirit to achieve targets on time.

- Travelling 2 weeks per month.

- Leads by example.

- Open minded and flexible to take new challenges.

- Overview knowledge on processes and principles of a P&L statement and financial key figures.

- Overview knowledge on processes and principles in Supply Chain Management and Production / Product development.