Zonal Head - Sales - FMCG - IIM/MDI/FMS/ISB

Zonal Head Sales (Lucknow / Central India and Rest of East)

Our client is a growing FMCG Company with Double digit growth.

The client is not very Big however a decent medium size organization but progressive and growing one year on year.

It is an Indian MNC in FMCG, has a presence in other industry verticals as well.

Please Note - This profile is to handle the P&L for the Zone / States and position directly reports into "Sales Head".

As a Zonal Head - You will be responsible to handle all Channel of Sales - GT, MT, Institutional, and CSD.

ASM, Trade Marketing, Local Finance, Commercial, HR, SCM etc functions shall also report into this position.

We have 4 Positions. Following is the Geography area, based location and business details.

1) He will be only handling "UP" as a location. Business Turnover - 200 CR +

This candidate will only and only look after ENTIRE UP which is a very large market for the client.

Base Location - Lucknow

1) He will be only handling "Central India" as a location. Business Turnover - 200 CR +

This candidate will only and only look after ENTIRE Central India which is a very large market for the client.

Base Location - MP

1) He will be only handling "Rest of East - BOJ (Bihar, Jharkhand, and Orissa)" as a location. Business Turnover - 200 CR +

This candidate will only and only look after ENTIRE ROE which is a very large market for the client.

Base Location - Kolkata

We need candidates ONLY & ONLY from Core FMCG Sector.

Candidates must have handled ASM team minimum for 2Yrs time

Candidate must have handled the Business Turnover of 200 CR

We are Open to shortlist candidates from Non-Premium B School / Tier 1 institutes as well.

Following is the General Job Profile & Responsibilities

The purpose of the position:

Responsible for coordination of sales staff activity in key regions. Accountable for achieving sales objectives, controlling sales expenses and market share. Directs and defines the sales strategy of the organization. Creates opportunities and oversees the development of strategic sales initiatives.

General Responsibilities:

Defines and directs the sales strategy for the region. Oversees the strategic development and implementation of sales strategy. Builds strong relationships with key leaders, partners, stakeholders, and customers, internal or external to the sales organization.

Helps his team to identify, develop and retain relationships with customers/ distributors via timely agenda settings, improving distribution processes and review. Develops and strengthens relationships with strategic and top customers.

Assesses, develops and deploys network strategies for maximizing company reach and improving retail service levels

Creates opportunities and identifies high-level differentiation strategies for Sales and channels. Evaluates local context for maximum advantage and assesses related investment decisions.

Delivers Brand, Channel & Distribution Outcomes in line with plans for the region.

Directs the activities of the regional team & field sales staff to ensure compliance with the business plan and company policies. Establishes sales territories, quotas, and goals and advises staff. Studies market to identify restructuring needs and manages team able to make changes.

Studies marketplace trends and changes taking place for implications to business. Reviews market analyses to determine customer needs, volume potential, price schedules and discount rates. Works with marketing analytics team to influence strategy and provide forecasts.

Establishes and manages budgets, forecasts, and reports. Scrutinizes regional expenses against budget. Develops cost control policies when necessary

Mentors the Area Manager team. Coaches and develops direct reports to enable them to be better mentors and coaches for their front line sales teams.

Focuses strongly on Talent Development within team and ensures optimal team performance by leading from the front and helping them find solutions

Desired:

Understanding of geography preferred

Multi- geography exposure preferred

Experience in GT Channel.

Experience in Strategy as well as Delivery based roles

Experience in Leading through change

Strong Customer Relationship Management, Networking, and ability to work with diverse teams

Qualification: Must have

Post Graduate studies in Business Management from a Tier 1 / Tier 2 Business School

Around 12+ years of total experience

Minimum 8 years of FMCG Sales field experience with Multi-category companies.

Minimum 3Yrs+ in team handling of ASM

Experience in Diverse commercial roles

Proven track record of leading teams successfully on key attributes

For More Details

Name - Rohit Vinayak

Mobile - 9582300683