Vice President - Sales & Marketing - Plastic Products

POSITION DESCRIPTION

Position Title Vice President Reports to CMD

Department Sales and Marketing Location Indore

Purpose

The Vice President (Sales and Marketing) is expected to build Organisation's product and brand portfolio in a manner that will enable sustained year-on-year growth of the business for the organisation to attain and remain in the top-3 players in all its markets and business segments. As a part of the senior leadership team, this position is also expected to impact Organisation's culture in a manner consistent with our values

Key Result Areas

Area Expectations

Financial - Establish appropriate financial targets for Organisation and ensure they are achieved

- Ensure consistent growth in share-of-wallet in all customer segments

Functional - Design, implement and institutionalise systems for sales management as well as marketing management

- Manage product portfolios across all business segments

Organisational - Drive Organisation's mission, vision and goals across the ecosystem in a manner consistent with the firm's values

- Build a professional, customer-focused performance culture across the firm

People - Create conditions for all employees to deliver to the best of their capabilities and potential

- Support the development of organisational capabilities for sustained leadership

- Be a role model within Organisation, as well as across Organisation's ecosystem

- Within these Key Result Areas, the incumbent will take the initiative to define specific goals and target areas for self, as well as the team, in order to take the company's vision and strategic plan forward.

Internal Ecosystem

Function / Position Relationship Expectations

- Board, through the CMD Reports to this position - Uphold Organisation's values while driving the organisation to consistently higher levels of scale and performance

- Finance, through Head of Finance Peer-level position - Collaborate to ensure appropriate multi-way flow of information for routine operations

- Provide market inputs for pricing models

- Support compliance of financial policies and systems

- Operations, through Head of Operations Peer-level position - Collaborate to ensure appropriate multi-way flow of information for routine operations

- Support plans for expansion of operations

- HR & OD, through Head of HR & OD Peer-level position - Support design and implementation of people management and development systems

- Build leadership pipeline through internal and external sources, as appropriate

- Operations, through Sales Planning Coordinating with production unit(s) - Provide consolidated market demand to operations and coordinate with frontline sales on demand fulfilment

- Inbound Supply Chain Input for Sales Operations - Understand input cost fluctuations and ensure their impact does not negatively affect the market

- Business Transformation Office Input for Marketing and Sales Operations - Leverage expertise for data analyses, market mapping, activation

- Support the systems for internal data gathering

- Sales and Marketing Teams, through Direct Reports Direct and indirect reports - Enable them to stretch their potential to consistently achieve the targets

- Support their professional growth

External Ecosystem :

- Constituent Relationship Expectations

- Customer (End user) Reason for this position - Deliver the brand promise through relevant products

- Customer (Institution) Infrastructure enabler - Proactively engage to map plans and craft solutions

- Ensure cost- and price-effectiveness of solutions

- Customer (Intermediate) e.g. EPC Contractors, property developers Purchase decider - Ensure all basic pre-qualification / qualification requirements are in place well in advance

- Ongoing engagement and awareness about product range and capabilities

- Respond to feedback consistently

- Professional Bodies / Associations (of builders, plumbers, architects etc.) Influencers - Ongoing engagement and awareness about product range and capabilities

- State and Local governments Regulator - Engage as required for regulatory compliances and product approvals

- Agencies Service providers - Drive high value-for-money services

- Ensure consistency of service delivery

Channel Partner :

- (Directly, and through the Sales Administration team) Enabler - Encourage their growth through consistent delivery

- Support efforts for customer acquisition without compromising Organisation's policies

- Consistently respond to feedback about market and competitor movements

- Enable their prosperity by sharing the benefits of Organisation's growth

Position Requirements :

- Aspect Requirement Remarks

Education - Post-graduate in Management from a premier institute - Basic degree in engineering will be an advantage

Experience - Between 20 and 25 years in Sales and Marketing,

- Handled a range of capital goods / FMCD products

- Served rural, semi-urban and urban markets

- Managed, expanded and built multi-channels

- Leading teams of ~50 sales personnel

- Conceptualising and driving efforts for ATL, BTL and TTL marketing - Demonstrated consistent achievement

- Should have held progressively higher responsibilities over career

- Should have worked with professional and homegrown talent

- Should have built strong relationships across the ecosystem

Competencies - Strong focus on result orientation, taking accountability for outcomes

- Excellent multi-modal, multi-lingual communication skills

- Strong inter-personal and team leadership skills

- Decision-making backed up with high level of quantitative and qualitative analytical ability

- Solid financial and commercial skills - Going beyond positional authority to persuade stakeholders

- Bias towards people development

Other Attributes - Strong intellectual capabilities while being well grounded with people around

- Clear sense of integrity and fairness; a strong moral compass

- An approach based on positivity, with the resilience to bounce back - To be able to inspire peers towards higher level of accomplishment

Indicative Organisation Structure