Description:

About Client: Reputed Consumer Goods Industry

Position: National Sales Manager- GT

Location: Mumbai

Reporting To: Sales Director

No of Reportees: 6-8

Criteria: Graduate (MBA preferred) with a minimum of 10+ years of experience in sales management, including at least 7 years in zonal or national roles, in sales and trade marketing of branded consumer products in India (preferably FMCG non-food; B2B experience not relevant).

Interactions(Internal & External):

- Marketing, India

- Controlling, India

- Product Supply, India

- Companys Management Board

- Regional Leadership teams

- External suppliers

- Global Sales Team

Desired Behaviour:

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.

Value for customer:

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

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

Communication:

- Ensures that communication is effective, timely and understood

- Is open and approachable and delivers criticism constructively, demonstrating sensitivity to the feelings of others.

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.

- Look beyond to offer suggestions for improvement in overall organizational operations.

Management of Change: Drives change to significantly improve business to a higher level of quality, effectiveness, and performance

People and Organization Development

Influence: Has a clear view of the big picture.

Integrity & Winning Spirit.

Job Purpose:

Will grow, aggressively and profitably, the ISBN consumer General Trade business in the relevant aspects of Distribution, Sales, Key Account Management and Category management. Lead a sales organization with Sales Managers and Distributors. Ensure an efficient and effective Sales organization.

Will acts as a role model for the sales organization in promoting and living the guiding principles of the Companys Mission Statement in the daily business.

Will defines short-term and long-term sales objectives and ensures the accomplishment of these objectives and the delivery of business results. Will provides adequate resources to the sales organisation including quality and quantity of members, sufficient funds, necessary information & consultancy.

Key Responsibilities:

- Achieve the monthly/annual sales targets (national and zonal- Distribution, Sales, Profitability, Merchandising, Trade budget, Accounts Receivables, New Product targets). Define and implement corrective measures.

- Develop and implement strategies for existing, new or under-developed trade channels/ markets, exploiting the full potential of ISBN markets.

- Implement regular and standardized analysis & reporting of actual business-performance (zonal, customer sales & profitability, Distributors sales, product-sales, coverage, distribution, merchandising, productivity etc..) versus agreed targets.

- Management of price levels and trade margins. Drive and lead price list implementation in the country.

- Set clear OGSM to the Sales organization overall and consequently define working customer plans, in close collaboration with Marketing.

Additional Responsibilities:

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

- Develop and implement strategies for new product launch

- 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 training for the sales organization.

- Ensure a sustainable sales leadership pipeline

- To plan and implement sales promotions in consultation with marketing.

- Monitoring of local market and competitive activities & reporting.