ShopKirana.com - Head - Sales

Roles and responsibilities :

You'll get a chance to work with fastest growing grocery startup - You must have below skills set to apply

Role : The Sales Objectives Of Volume, Value, Market Share And In-Store Execution; And Does The Customer Facing Role For ShopKirana In The Region

- This Role Will Work With Cross Functional Team Of GT (KAMs, Customer Marketing, Supply Chain And Commercial).

- Ensure Delivery Of The Channel Plans At The Store Level, Ensure Merchandising (Basis Norms), Drive Field Efficiencies, And Ensure A Robust Engagement & Relationship Matrix With GT Customers (Distributors) At A Region Level.

- This Is A Leadership Role Where The Incumbent Not Only Lead The Team But Also Lead The Region, And Build ShopKirana Imagery In GT

Reporting To : Head - General Trade India Sales Head

Number Of Positions Reporting To The Role : 8-14

Indirect Reportee :- 100-150

Position Titles Of Direct Reportees : Sales Lead, PSM, TSI, TSOs. Also, The Merchandising Team

Key Responsibilities:

- Define Monthly And Quarterly Plans To Drive Volume, Value, Market Share And Activations In The Region :

- Firm Up Sales Development Plan To Drive Month And Quarter Priorities Of The Channel/Region

- Manage Order Generation Through Customers And Order Execution. Led By Field Team, And Closer Working With Supply Chain And KAM

- Plan And Execute Brand Activation / Channel Activations At Store Level By Working Closely With Sales Lead, KAM, CMM, Customer Team

- Detailed Data Analysis, Internal Sales, Customer Offtake And Activation To Understand The Gap And Opportunities & Build Plans Basis That

Drive Merchandising, And In-Store Execution :

Manage The Merchandising Agency And Team

- Responsible To Ensure Execution Of Merchandising KPIs Eg Attedance, Beat Adherance, Share Of Shelf (SOS), Availability, Promo Execution, Asset Execution & Management Etc

- Continuous Team Engagement To Ensure High Retention In Merchandiser & Promoters

- Train Team To Deliver Differentiated And Innovative Displays In The Store

- Brand Level Distribution, Range Selling (Unique Lines), Dairy Distribution, FoB (Frequency Of Billing), TLSD, SAGT Growths & TLSD (Stand Alone General Trade), Focus Brands Availability, In-Store Execution (Promo, Visibility Elements, Activation KPIs), Secondary Fill Rate

- End To End Customer Wiring Leading To Superlative In-Store Execution:

- Regional Chain Planning

- Involves TOT Planning & Adherence, Business Planning, Market Share Deliverables

- Be The Face Of ShopKirana For All Accounts At A Regional Level. Drive Engagement And Busines Through Regular Reviews

- Establish And Run Relationship Matrix Between Field Team And Customer Store Team, Through Regular Visits (Basis Norms), Reviews And Business Planning

- Competitiion Understanding Through Customer Discussions And Field Visits

- Bring Out Opportunities And Gaps For The Larger Team (Esp KAM) To Work Upon

- Review And Reporting: Collate Data And Prepare Reports To Track Various Parameters E.G. Sales Efficiency, Sales Achievement And Champion's Scorecard And Discuss With The Team.

New Product Management :

- Work Closely With KAM, CMM, Supply Chain To Understand The Channel Priorities On New Launches/ Channel Specific Plan

- Robust Plan To Roll Out GTM (Go To Market) Strategy, Superlative Execution In Terms Of Distribution And Basic Field Efficiencies

- Regular Review And Progress Tracking With Team