Sales Manager - HoReCa/Modern Trade & Distribution - Dairy Products

Sales Manager - HoReCa, Modern Trade & Distribution (Dairy Products)

One of our clients, a Leading FMCG into Dairy products is looking out for a HoReCa Sales Manager - Modern Trade & Distribution (Dairy Products) to be based at Cochin/ Kochi, Kerala.

This position is to handle HORECA through channel sales. To tap the new customers and to generate business opportunities and generate revenue. He has to handle Distributor Management, Customer Management, Logistics etc

Competencies:

- He shall have experience in HoReCa with Modern trade

- Familiarity with sales module in Oracle

- Self-Starter & Go Getter

- Enable to deign vision & strategic planning

- Should be able to manage with very small & lean team size

- Leadership Qualities

- A strong understanding of both the HoReCa and modern trade channels

- Ability to creating strategic plans for achieving sales targets.

- Interpersonal skills (relationship building, teamwork, interpersonal insight, conflict resolution, customer orientation)

- Strong analytical, problem solving & organizational abilities

- Personal characteristics (motivation/commitment, flexibility, assertiveness, development orientation, results orientation resilience, quality orientation)

Major Responsibility :

- Lead a sales force, define field action plans, territory plan, setting and communicating field objectives and tracking results to achieve financial and strategic KRAS of a team.

- Extensive Travelling Required (15 Days in a month)

- Generate the revenue by Identifying, Analyzing and Acquiring Corporate-Key Accounts across the area / territory

- Engage in market mapping, corporate requirement Analysis, Cost - benefit analysis, Feasibility/profitability Analysis, Proposal design and Negotiating on Commercials toward Closure of Account.

- Generate revenue and profitability reports, estimates the expected growth Structure with sales trend analysis of the division.

- Engage in New Business Initiatives, Generate New Product Development Ideas, Introducing New range of products to client, Monitoring Competition and Market Trends to cater the customer needs and demands.

- Assign and achieve monthly sales targets to a team of sales trainees and collaborate with the trainees to achieve the same.

- Generate revenue for the company by cross selling and up selling of products in collaboration with sales team

- Conducting Promotional Campaign for Product Promotion

- Engage in territory mapping, market mapping for product, Coaching a Sales Trainee for Sales Presentations and Product Knowledge

- Evaluating sales team's performance against the set KRAS

- Generating Weekly sales reports and sales forecast for company products

- Channel Management

- Enable business growth by developing and managing a network of channel partners for HoReCa across assigned territories for deeper market penetration & reach.

- Monitor distribution networks to ensure ready availability of the product at all times at Modern Trades.

- Guide and train partners to accomplish set revenue and business targets.

Implementing business practices and deploying company strategies and programs to the core.

Key result areas:

- Analyze business potential, conceptualizing & executing strategies to drive sales & augmenting turnover.

- Monitoring competitor activities and devise effective counter measures.

- Identify and pursue new business opportunities.

- Establish and manage the Modern Trade & HoReCa sales channel for the company