Relaxo Footwears - Head - Sales Capability Development

The position is responsible for preparing sales manpower plans, executing sales capability & development initiatives.

Key Roles and Responsibilities :

Financial :

- Drive incremental ROI from sales capability development program

- Drive effective sales capability as per the strategic brand interventions

- Effectively deliver on agreed upward movements on leading/lagging sales metrics.

- Periodic assessment/ RCA of sales capability roles/work areas to identify areas of improvements

- Periodic assessment of SFA/DMS data/insights to provide actionable to the sales distribution network

Customer Orientation :

- Coordinate execution & delivery of programs to enhance sales capability and development

- Custodian of SFA & DMS platforms for an effective engagement at primary and secondary sales touchpoints

- Plan & execute distribution transformation initiatives

People Orientation :

- Establish processes & standards to maintain consistency in work across the team

- Support team in training and development

- Drive in house modules for ASM/RSM sales capability development

Internal Business Process :

- Basis sales numbers, prepare manpower plan & ensure right staffing for Sales team

- Custodian of sales processes, infrastructure and governance

- Prepare sales manuals, SOPs, etc. to maintain process adherence and consistency

- Lead initiatives to drive accurate sales reporting such as SMS reporting of SOs, etc.

- Ensure sales force market working adherence and reporting

- Maintain documentation of all sales- accounts

- Drive sales force automation initiatives to improve productivity

Competencies :

Technical/ Functional Behavioral :

- Reporting and analytics

- Customer Focus

- Collaboration

- Adaptability

- Result orientation

- Execution excellence

Key Result Areas :

Quantitative Qualitative :

- Adherence to sales processes

- % Adherence to market working

- % Sales team trained

- % Sales capability development ROI achieved - Sales capability enhancement

- Sales staffing aligned to targets

Key Stakeholder Management :

Internal External :

- Sales

- Distributors

- Retailers