Regional Sales Head - FMCG

Regional Sales Head

Reporting to: Zonal Head

Age - 30 to 45 Years

Qualification: Graduate/MBA

Experience: 12 + years relevant experience with 3 years of heading the Sales of Cluster/ Multiple States

Functional/Technical:

Strategic Sales Management, Meeting Sales Goals, Territory Management, Building Relationships, Negotiation, Sales Planning, Managing Profitability, Distribution Management.

Managerial:

Must have led a team of State Heads/ RSM, Must have high impact and influence, Quick decision making, Analytical, Self driven, Superlative Team Leadership and Planning and Execution Excellence, Organising skills.

Role Description (Roles & Responsibilities):

1. Strategic Sales Management – To develop and implement robust sales strategy for the region and execute it.

2. Leadership – Should be able to handle a team of 15-20 executives and State Heads w.r.t the geographical positions being handled.

3. Financial Discipline – Managing Schemes and Collections – a) Collect the credit extended to the customers as per the norms of the company. b) Ensure the company guidelines are met wrt to credit days, credit limit and continuous monitoring and review of the same based on market dynamics. c) Collection of EVA/C forms as per the norms/timelines set.

4. Pricing Strategy – Understanding of managing pricing strategy and improving ways/ means of profitability.

5. Distribution Management – Liaison with bottlers/bonders/distributors/corporation and attain the sales plan for the month/year for the given geographies/states/regions. Develop new distributors and enhance volume and market share achievement.

6. Promotions/launches - Based on market/brand requirements strategize and devise proposals, seek approvals and execute the same as per company norms and evaluate the effectiveness of the same.

7. Distribution - Ensure distribution of the range is handled vide WOD, numeric distribution as per the company norms.

8. Sales Discipline through strong process and system orientation - Ensuring the basic SOP of DSR, Redbook, PJP etc are maintained as per the company norms and market requirements and leveraging analysis.

9. Brand Visibility – Lead the strategy of increasing the brand visibility of range through display at prominent retail vends.

10. Sales forecasting - a) SKU wise sale for the next month and for rolling forecast for next three months based on promotion plans, budgets and market operative environment. b) Forecast sales (SKU/month/distributor/salesmen wise) going forward for the month and tentative

11. Training/Coaching the sales team - Mentoring, monitoring the sales team led by State Heads, TSE etc by working closely with them and guiding them towards meeting their KRAs.

12. Permit Generation Plan - Liaison with bonders/cooperation and generate permits as per the norms of the excise etc.

13. Environment – Competition - Keep track of competition vide regularly scanning schemes, market visits, cost cards, Industry data and trends, key changes in strategy, new product launches etc and update the team.

14. Environment - Govt Regulation - Keep close track of happenings at Excise Dept and have a view of the current excise regime and keep close track of same for possible changes.

Key Result Area:

Quantitative:

- Year on year Volume % growth across all SKU’s and brands.

- Market share growth through WOD & DOD.

Qualitative:

- Strong implementation of sales systems and processes like PJP, DSR, Red Book

- Strong & regular review.

Key Competencies:

Job related:

JOB –

Behaviours given under the Senior Leaders category for the following competencies –

PROFITABLE GROWTH FOCUS

CUSTOMER FOCUS

BUSINESS SYSTEM/PROCESS FOCUS

PLANNING & EXECUTION EXCELLENCE

TEAM WORK & COLLABORATING

LEADERSHIP -

Behaviours given under the Senior Leaders category for the following competencies –

DRIVE FOR RESULTS & BUSINESS GROWTH FOCUS

EFFECTIVE DECISION MAKING

MOTIVATING & INSPIRING OTHERS

SELF & PEOPLE DEVELOPMENT

DRIVING INNOVATION & CHANGE

Personality:

Self Driven & Motivated

Can Multitask

Can deliver better under Stress and Pressure

Aggressive and Team oriented

Pleasing personality and excellent communication skills.

If interested please call 9167707736, or mail ur cv at atika.shaikh@cortaal.com