Head - SME/BD/Projects at Trustklub
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Sales Manager - General Trade - FMCG - IIM/ISB/MDI/FMS (8-12 yrs)
Sales Manager - General Trade (PREMIERE MBA School ONLY)
Role Overview :
- To achieve the given Sales target of the territory assigned through managing a diverse Sales team consisting of Area Sales Managers, Sales Officers and Salesman (ISR).
Department Sales : General Trade
Reports To Zonal Head - West
Type of Role : People Manager
Area Covered : Gujarat
Location : Ahmedabad
Candidates from Premiere MBA schools ONLY
KEY RESPONSIBILITIES :
(a) Sales Operations :
- Set clear targets for team members in alignment with Zonal objectives & track fulfillment of same by periodic reviews.
- Achieve efficiency parameters target like BE, ECO, TLS, LPC & Staggering of Sales in lines to Zonal & National Objectives.
- Achieve channel infrastructure enhancement targets in lines to Zonal Objectives.
- Form an efficient & effective team that is perfectly cooperating with all internal & external partners.
- Manage & motivate the Sales Team reporting under to achieve the KRA's allocated to each member.
- Take initiatives to cease every opportunity to increase Sales in accordance with the companies plans & strategies.
- Allocate high demand SKU/Brands by studying statistical data.
- Streamline & effectively manage Sales Forecasting & plan Business.
- Ensure ND & WD as per zonal & National priorities & as applicable for the State.
- Ensure control on Damage, Returns and Expiry in line with company norms.
(b) Distribution Infrastructure:
- Strategize various routes/alternatives for expanding distribution.
- Fine-tunes plan & monitor execution through periodic reviews & meetings.
- Take pro-active initiatives & monitor results.
- Ensure management of different categories of Channel partners in lines to organization priorities & plan.
(c) Designing and execution of Sales Promotional activities :
- Co-ordinate with Zonal Head to formulate various local activities in hi
region.
- Allocate resources required to implement the local activities.
- Influence Brand Managers to support local initiatives.
- Formulate Innovations, which are cost effective & replicable.
- Ensure quality and resilience of local sales pipelines by implementation and customizing of national GTM framework.
- Responsible for the design, development and execution coordination of local GTM programs.
- Audit compliance and quality of GTM programs through fieldwork with sales teams and structured audits using GTM checklists and agree corrective actions with management.
(d) Liaising:
- Liaison with Branch & National logistics team to ensure availability of stock as per month forecasting.
- Co-ordinating with cross functional zonal & HO stakeholders in HR, IT, Logistics, Commercial, Marketing for getting work done as per plan.
(e) People Management:
- Manage changes in business, organization, people to ensure continuity and smooth operations.
- Coaching, mentoring and retention of team members & ensure all perform with the best of their efforts & competence.
- Owning the Capability function for the state right from Distributor salesmen level to Area Sales Manager level.
MINIMUM REQUIREMENTS:
Education - Full time MBA from a premier institute.
Experience :
- A total of 8-10 years of Sales experience out of which a minimum of 5-6 years in FMCG/similar Channel Sales in General Trade business.
- Must be having an experience of managing diverse teams across different geography/locations.
KEY COMPETENCIES:
Technical :
- Should possess excellent Planning, Organizing & Prioritizing skills.
- Has a high strategic agility.
- Possess excellent Sales & Channel management acumen.
- Displays strong coaching & mentoring skills at work.
- High on managing Customer expectations.
Behavioral:
- Good communication & presentation skills.
- Excellent in analytical ability & data-based approach.
- Must be collaborative and a strong team player.
- Very good at networking, negotiation and influencing.
- Should be high on creativity & innovation.
- Displays a high amount of ownership & accountability.
- Display honesty, integrity and a strong sense of ethics in all decisions and actions
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