Strategic Head - FMCG Sales

Functional Capability:

- Provide analytical inputs based on market intelligence through information collated from zonal teams as well as research to support management decisions regarding market pricing, product placement, branding & promotion activities

- Collate proposed sales budgets from the sales teams, analyse the proposed sales budgets and make recommendations for modifications in budgeted figures to Sales Head

- Undertake detailed drill-down of approved sales budgets to define budgeted numbers & sales targets by SKU, product, geography, channel, etc.

- Analyse sales achievement data to determine further support required - pricing and promotion changes for improving profitability or enabling growth

- Participate in regular sales reviews with management team to determine sales performance vis- vis plans by product, SKU, geography, channel, etc.

- Provide updated information on sales efficiency & productivity to compute incentive applicable as well as to identify opportunities for modifying the incentive schemes in line with business focus

- Identify emerging sales force effectiveness technologies being used and propose the same to sales teams & management

- Oversee deployment, adoption and upgradation of the askes technology solutions as required for the driving sales force efficiency & effectiveness.

- Consult with & update management for critical decisions, updates & inputs

- Groom successors for taking on critical roles in the team for the future

- Manage people development initiatives within the department / function to ensure a capable and motivated workforce

- Develop and execute go-to-market strategies for new product launches, ensuring alignment with overall marketing and sales objectives.

- Monitor SFA DMS implementation and adoption

- Lead initiatives to enhance sales effectiveness and analytics