Senior Sales Manager - Modern Retail - FMCG

Job Title: Senior Manager - Modern Retail

Overall Job Objective:

Role: The MR leader is the Head of the distributor MR organization. Executioner of the company and distributor business plans, Training resource for his resale team. Responsibilities will include:

- Managing the entire team consisting of ISPs, Sales Representatives and Account/Channel leaders.

- Ensuring the channel delivers KPIs as per the set targets for the month / quarter / year

- Building strong relationship with MR retailers at regional level

- Helping build strong Performance management systems, retention and maintaining a positive environment

- Will also serve as a key member and actively participate with the Distributor Leadership Team to ensure that the plans are executed and delivered in the field

Scope:

Reports To : GM Sales

Reportees Sales representatives, Channel/Account managers

Interacts with Internally ISMs, Sales representatives, Channel/ Account managers, DLT

Interacts with Externally Client MR AE, MR customers, Implants, Category buyers, Suppliers

Profile:

Ideal Profile

Education Post Graduate, Preferably MBA in Marketing / Operations / Retail

Language Excellent Oral / Written Communication Skills

Additional Skills/Qualification - Resourceful and proactive

- Knowledge of Modern Retail Practices, processes, procedures & documentation.

- Knowledge of Selling and Merchandising in FMCG, Initiative selling, instore operations

- Strong analytical and problem solving skills.

- Ecommerce channel expertise will be an added advantage

- Should have managed large, dispersed teams for atleast 5-6 years

- Should have worked in MFT environment, working across functions to deliver results

- Budget management experience

Experience 8 to 12 years of Modern Retail experience, preferably in well known Retail / FMCG companies

Other Skills - Strong organizational & interpersonal skills

- Crisis management, cognitive capacity

- Strong ethics and values

- Open & flexible to travel

Detailed Job Responsibilities:

- Plan, develop and execute strategy for achieving the business objectives for MR channel

- Will be responsible for building relationship and influencing the regional MR retailer buyers for delivery of business and align JBP, track progress for Tier 4 MR customers

- Will be responsible for meeting the Sales Fundamentals in store, track progress and plan for opportunities

- Will be responsible for Performance Management and Reviews of the entire team

- Will be responsible for Capability Building of the team. Will involve identifying individual and team training needs and establish and co-ordinate a training and development plan.

- Monitor, measure and report on issues, opportunities, plans and achievement within agreed formats and timelines

- Liaise with other functional / departments to ensure business deliverable s and compliance of HR, Admin and Finance principles and guidelines

- Should be open to travel - 50 - 60% time to be spent in local & / or overnight travel.