State Head - Sales - FMCG - West Maharashtra

State Head - West Maharashtra

Purpose of the role:

- Meeting Sales Goals, Motivation for Sales, Territory Management, Presentation Skills, Building Relationships, Emphasizing

- Excellence, Negotiation, Results Driven, Sales Planning, Managing Profitability, Distribution Management, Performance Management

Detailed Responsibility:

1. Distributor Management - Liaison with bottlers/bonders/distributors/corporation and attain the sales plan for the month/year.

2. Promotions/launches - Based on market/brand requirements strategize and devise proposals, seek approvals and execute the same as per company norms and evaluate the effectiveness of the same.

3. Distribution - Ensure distribution of the range handled vide WOD, numeric distribution as per the company norms

4. Sales Disciple - Ensuring the basic SOP of DSR, PJP etc. are maintained as per the company norms and market requirements.

5. Visibility - Ensure ABD range is displayed at prominent in retail vends our range is present.

6. Sales forecasting - a) SKU wise sale for the next month and for rolling forecast for next three months based on promotion plans, budgets and market operative environment. b) Forecast sales (SKU/month/distributor/salesmen wise) going forward for the month and tentative

7. Training/Coaching the sales team - Mentoring, monitoring the sales team led by Sales Managers , TSE etc by working closely with them and guiding them towards meeting their KRAs.

8. Collections - a) Collect the credit extended to the customers as per the norms of the company. b) Ensure the company guidelines are met w.r.t to credit days, credit limit and continuous monitoring and review of the same based on market dynamics.

9. Permit Generation Plan - Liaison with bonders/cooperation and generate permits as per the norms of the excise etc.

10. Environment - Competition - Keep track of competition vide regularly scanning schemes, market visits, cost cards, Industry data and trends, key changes in strategy, new product launches etc and update the ABD team.

11. Environment - Govt. Regulation - Keep close track of happenings at Excise Dept and have a view of the current excise regime and keep close track of same for possible changes.

Educational Qualification: MBA from a good business school with specialization in sales and marketing.