Sales Transformation Head - Paints/Laminates/Lubricants

Job Purpose

Help to operationalize sales process strategy into operations. Work on operationalizing Best practices in Sales &

Commercial, notably in area of Distribution Excellence, Pricing Excellence, and Sales Process Automation @ all fronts

Job Responsibilities -

Collaborate with key stakeholders to build sales Strategy and for building uniformity in sales processes

- Work along with RSMs, BMs, ASMs, in their respective markets and to help them build competencies to translate laid out objectives / KPIs.

- Help to implement the laid-out Go-to-Market (GTM) practices in all branches , and effectively reach out to TG with most optimum costs

- Understand the existing Sales Processes (As-Is), Agree on the Desired process; and help build the roadmap to reach the Desired state. - Work with IT function , and Help automate Sales Processes via automation at various stakeholders - Sales Teams , Distributors, and Influencers (Contractors, OEMs, Architects/IDs)

- Work with existing IT tools & help co-develop new tools in area of Sales Force Automation (SFA /FFA),

Distributor Management system (DMS), CRM, and ERP

- Help on Integrating Primary, Secondary, and Tertiary Sales - and draw meaningful analytics

- Help on Integrating external market mapping and internal data

- Drive best practices on Distributor management, as per laid our policy on Distributor infrastructure and primary services

- Help Drive the desired Numeric & Wtd Distribution (ND & WD) at town & state level

- Distributor Health Card & RoI - Work with NSH on constantly updating the same, with real time data from field.

- Pricing & Discounts: Get best practices to implement in each branch - Uniform Price list implementation & discounting guidelines

- Help NSH minimize price arbitrage happening across markets.

Desired Experience -

- MBA (Sales & Marketing) with minimum 12 years of experience in similar domain

- Should have definitely worked in respectable B2C brands in the Building material industry (Paints/Sanitaryware/Adhesives/ Electricals/Hardware). - Experience in a consumer goods domain (FMCG or Durables) is an added advantage

- Candidates having worked with brands like Havells, Pidilite, Asian Paints, Dulux Paints, Crompton Greaves, Hindware, Crompton Greaves, Godrej, Whirlpool, Samsung , Philips etc- would be preferred

- In exceptional cases, candidate with pure experience in consumer durables can be looked at

- Should have worked in an ERP environment, and should have working exposure to Sales automation tools (SFA) & IT tools - Distributor Management System (DMS) , and CRM

- Should have had exposure to world class systems & processes

- Should have working knowledge of Influencers like Contractors and Architects, along with deep understanding of Channel

- In Sales function , Should have worked as a Sales leader , managing 2 or more states , and leading large teams

- Should have worked with a Large Channel network, across T1/T2/T3 towns

- Should have exposure to managing Distributors, as well as managing Large dealers

- Working experience in managing both Retail and projects necessary

- Should have worked cross functionally with Brand teams, Commercial teams, and

Supp Chain teams

Skill Set :

Comfortable with Large Data & Analytics

- Have good communication skills

- Understands Distribution - Width & Depth; and understand influencers - Contractors & Architects

- Should have worked with world class systems & processes

- Should have worked in an ERP environment, and with latest IT tools like DMS, CRM -at various stakeholders :Sales team, Channel, Influencers