Position: Head Sales - Retail

Business Unit: Polymers - Retail

Function: Sales

Sub Function: Retail

Reporting To: Business Head

Team Size:

Direct Reports: 10-12

Indirect Reports: 150

Location: Mumbai

Purpose of the Role:

- Driving national retail sales growth, expanding market reach, and achieving revenue targets with strategic direction, cohesive sales strategies and gain a competitive edge in the national market.

Job Responsibilities:

- Responsible for meeting the top line volume and value targets for the financial year in line with business growth plan and strategy.

- Develop and implement sales strategies for existing and new customers.

- Increase regional distribution to optimise last mile connectivity.

- Forecast demand on monthly, quarterly and annual basis with focus on order fulfilment and inventory control both

- Identify product gaps and provide input to the marketing team.

- Develop proper market intelligence and carry out competitor analysis to identify and develop unique selling propositions and differentiators for our products basket.

- Map market & analyse potential for all the regions with the help of regional sales managers and sales team.

- Control receivables through regular collection monitoring and implement channel finance program across to reduce credit risk

- Coordinate with customer services team / warehouses for all dispatch related matters.

- Ensure 10-12 days of customer visits in a month in a planned manner covering all key channel partners / sales regions.

- Mentor and coach sales team on an ongoing basis to develop their skill sets and improve their productivity.

- Actively participate in all trade shows / exhibitions to promote, generate new business leads and track and monitor sales progress.

Qualification and Experience:

Education: Graduate + MBA

Experience: 18 - 20 years of experience in retails sales, new Business Development with an adhesive | paints | FMCG |

Chemical company of repute.

Demonstrated strong business development and key account management exposure.

Classification: Internal (I)

Competencies | Skill sets:

- Strategic sales planning, forecasting, data analysis skills.

- High on execution skills.

- High on product, category knowledge and understanding newer trends.

- Ability to manage pan India sales team.

- Sound analytical & problem-solving skills

- Should have a growth mind-set.

- Strong customer relationship management skills.

- Knowledge of adhesives and various applications in defined segment is preferable

- Strong communication, presentation and negotiation skills with aptitude in building relationships with professionals of all organizational levels

- Ability to work independently as well as part of a cross functional team

- Ability in problem solving, team building, planning and decision making