Savita - General Manager - Sales Operations

Key Responsibilities :

- To External customers Manage Customer Service/Care Support teams; Manages these teams in the service of the customer.

- To Distributors: Trade Schemes communication & reimbursement; Incentive Schemes communication & reimbursement.

- Customer Complaints/feedbacks Custodian of customer complaints/feedbacks, interfacing with other functions as appropriate to help resolve them.

- To Sales Team:

o To provide process and analytical support to sales in order to enable lube SBU build a professional and performance driven sales function. Provide the right information at their fingertips in terms of both Sales data & Receivables data at right periodic tracker using right IT tools & Data processing.

o Rewards & Recognition programs.

o Sales Incentive disbursement.

- To the Corporate Finance: Timely provisioning of financial budgets/spending.

- To the President-Lubes: enhance his effectiveness thru important dashboards & by providing support in follow up / tracking in his projects.

- SOPs/Processes for sales management and customer management

- AND/ Pilot & implement new initiatives using Technology/Digital to enhance sales effectiveness & customer delivery e.g., DMS to enable transformation of the culture of the organization from primary to secondary sales. This will need working along with IT and would involve activities like selection of vendor & technology, alignment of the stakeholders, & launching post successful pilot.

Internal Interactions :

- Entire sales hierarchy of all three channels; Marketing, Demand Planning, Technology, Finance, IT; Legal; Operations

- External Interactions

- Channel Partners, vendors

Skills and knowledge :

- Hands on experience in sales and distribution management.

- Sound knowledge & understanding of products, pricing, competition & business strategy.

- Sensitive to understanding customer expectations.

- High degree of Influencing skills

- High level of experience in driving/using secondary sales systems like DMS (distributor management software) and SFA.

- High numerical & analytical ability

- High level of planning as well as execution capabilities including Project Management

- strong communication skills - both written and verbal

- Expert in Microsoft Office, especially MS Excel & PowerPoint.

Personal attributes :

- personal drive & result orientation

- customer focus

- process orientation

- ability & willingness to learn.

Educational Qualifications and Relevant Experience :

- Graduate with 15 years of experience or MBA with 10 years of experience

- Team management experience

- Experience of channel sales. Relevant Industries are Lubricants, Paints, FMCG & Consumer Durables

- Must have a successful stint in corporate sales support function for at least two years.