Sales Development Manager - FMCG/Snacks

We are an Executive Search firm based out of by the name Laksh HR Pvt. Ltd. Noida with expertise in handling assignments at Middle & Senior level management. We also cater to cross section of industries like Engg /Manufacturing, Infrastructure/Real Estate, IT, Media, FMCG & Retail, Telecom, Banking, Insurance & Financial Services.

We have been retained by our client, one of the leading FMCG MNC as they are looking for Sales Development Manager (Channel In general Trade and Modern trade) for Mumbai Location.

We are looking for a candidate who have experience in FMCG Industry.

Please find below Job Profile for your ready reference.

POSITION DESCRIPTION

Position Title - Sales Development Manager

Reports To - Head – Sales (Snacks)

BU/ OC - India

Department - Sales (Snacks)

Location - West

1. BASIC PURPOSE OF THE POSITION:

(A brief, yet complete statement about the reason for the existence of the position.)

The position is responsible for ensuring the delivery of sales targets in a region.

The incumbent will leverage on the existing sales system of the region/branch to drive sales. The position supervises the merchandising activities in the region for both confectionary and snacks.

The incumbent is also responsible for effective spends of BTL budgets, distribution and promotional activities in a given geographical area to deliver targeted Sales volumes.

2. OPERATING ENVIRONMENT:

(A succinct, yet sufficiently comprehensive set of statements designed to give the reader a clear understanding about the internal company and external market place environment in which the position operates.)

This position has the tough task of ensuring delivery of Sales numbers by influencing & leveraging the existing Sales & Distribution System. The incumbent is required to track and analyze sales performance across the ASM territories and influence the ASMs to take corrective action to increase sales.

The key challenge of this role stems from the need to drive sales through contracting & negotiating skills, in a category which the company has just entered. There is a lot of focus on the ‘merchandising’ space in this category which is also a new area for the company.

3. DIMENSIONS:

Volume (Tons) - 700- 1000

Net Sales - 14 – 16 crores

TM budget - 2-4 crore

# Direct Report - 4-5

# Indirect Reports (subordinates to Direct Reports) - 25-30

Countries - India

Others (please specify)

4. PRINCIPAL ACCOUNTABILITIES:

PRINCIPAL ACCOUNTABILITIES AND EXPECTED END RESULT

1. Trade Marketing & Visibility:

- Design, execute and monitor trade marketing strategies (BTL) and supervise all promotional activities (schemes etc) to achieve sales objectives.

- Establish sales channel strategies in partnership with the Sales team and ensure implementation of the associated plan

- Ensure alignment of the trade marketing strategies with the Sales and Marketing objectives.

- Evaluate effectiveness of trade marketing activities by channel & create evaluation database

- Ensure adherence to the Trade Marketing budget

- Ensure implementation of Visibility tools.

2. Sales :

- Sales forecasting - Provide inputs for creation of annual, weekly and monthly sales plan to the Head – Sales (Snacks)

- Assemble and analyze data pertinent to creating the sales forecast (historical sales, market trends, promotions, and inventory levels).

- Sales performance – Track sales at a regional level – unit wise, day wise and report analysis to ASMs and BM’s. Influence ASM to take corrective action.

- System/process adherence

- Enhancing distribution width

- Track sales numbers at the regional level.

- Track lapses/gaps; develop regional sales strategy to address ingoing dynamics.

- Analyze and record target achievement by team members.

- Increase in WD

3. Stock ageing:

- Track Stock Ageing and ensure liquidation of stocks before expiry

- Minimum write offs on account of expired stock

4. Distribution Strategy

- Analyse the current distribution system and identify areas for improvement and work out remedial measures in discussion with the BM & Head – Sales (Snacks) .

- No stock out or stock delay at the branch/region

- Trade scheme approval and implementation

- Provide inputs for distribution network enhancement

- Track lapses in distribution of FG and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects that can be included by PVMI

5. Distributor management

- Track Distributor performance

- Distributor engagement /satisfaction

- Adherence to all processes related SLAs

6. Distributor service

- Ensure that there are no pending claims of distributors by actively following up with them and branch accounts

- Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc are adhered to by following up with concerned ASM/ BSM.

Distributor Management

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

7. DSE – Merchandising Management

- Ensure on boarding of agreed number of DSE Merchandising

- DSEM performance indices

- Adherences to all DSEM management processes/systems

DSE Selection

- Conduct the 1st screening for DSEM along with HR applications

DSE Management

- Monitor DSEM performance data .Highlight and discuss lapses

- Highlight training needs to be addressed by processes of induction, OD etc

DSE incentive/Performance

- Participate in the development of the DSEM incentive program

- Conduct DSEM appraisal process

8. Market Competition Analysis

- Collate area specific market and competition activity analysis. Actively use learning's to recommend actions at the area level

9. Manpower Planning & management

- Manpower numbers at the region

- Attrition and retention figures

- Ensure adequate manpower at the area through proactive planning and follow up for DSEM

- Engage in DSEM retention

10. Budgeting

- Quality and timeliness of budget. variance from actual

- Prepare and recommend area wise budget for sales related activities and schemes etc

11. MIS & Reporting

- Quality and timeliness of reporting

- Generate MIS Reports as per process and guidelines for inter-functional and functional use

12. Functional Structuring

- Inputs to reporting Manager

- Provide inputs for the development /enhancement of role structures within the region

13. Inter-functional Linkages

- Rating by reporting manager

- Identify & highlight gaps in inter-functional communication & expectations within own functional area

- Recommend enhancement/alterations in SLAs to enhance inter-functional linkages to deliver own functional agenda

14. Appraisals

- TAT

- SLA

- Participate in the appraisal process of all direct reports

- Provide inputs to the compensation& performance management position Provide inputs for incentive payouts and increment proposal

15. Training & Development

- Adherence to Training plan/schedule

- Training days per person

- Provide TNA inputs for identification of development areas for all positions with in the area

- Nominate team members to training programs

16. Culture Building Contribution

- Response to engagement survey

- Communicate & implement PVMI values/ processes/systems within own team

6. KNOW-HOW, SKILLS AND KNOWLEDGE FOR THIS POSITION:

A) Education, Qualifications and Training - BE/MBA

B) Experience Required (e.g. Past Roles, Level, Years Experience, Technical, People-Management, etc.):

- 5-8 years of experience; 3-4 in FMCG sales (2003-2004 batch pass out)

C) Specialised Knowledge or Skills Required (e.g. Technical, Cross-functional, etc.):

- Trade Marketing (not necessary)

D) Critical Leadership Competencies:

- Negotiating & Contracting Skills; Influencing Skiils

E) Critical Technical-Functional (Professional) Competencies:

F) Other Relevant Information (e.g. travel, project teams, shift work, etc., required for this position description):

- 3-4 days in a week.

CTC- 14 to 25 LPA

Priyanka– Relationship Manager

Laksh Human Resources India Pvt Ltd (LHR). A-90, Sector 4, Noida - 201301

Handphone: 09540635252,

Land line - 0120-4512210

priyanka@lakshhr.com, www.lakshhr.com, www.facebook.com/lakshhr