Description:

ROLE DETAILS:

DIVISION: Sales

Role Title Zonal Sales Director - West (General Trade) (Maharashtra, Goa, Gujarat, Chhattisgarh)

Reporting to National Sales Head

Location Mumbai, Maharashtra

Stakeholders Internal: Trade Marketing, Sales Development, Sales, Marketing, Operations, Human Resources

External: Distributors, Outlets

TEAM HANDLING: Will lead a Team of 180 Members (On Role will be 50 Members)

KEY ROLES & RESPONSIBILITY:

Sales growth in assigned territory:

- Achieve planned monthly, quarterly and annual Sales volumes and revenue targets in the assigned territory (Maharashtra, Chhattisgarh, Goa & Gujarat)

- Identify the critical/burning issues of the zone affecting sales & take remedial action/ escalate wherever needed

- Continuously identify gaps/new trends/new markets etc. In the regular working with Regional Sales Managers, Sales Support Staff (on rolls and 3rd party rolls) and remedy the situation without allowing it to damage the business

- Identify new business opportunities and build infrastructure for new channels/new markets in alignment with target and AOP

Sales planning and analysis:

- Continuously review and tweak GTM strategy in the assigned territory to achieve best fit with territories requirement

- Co-ordinate with NSH for preparing annual budget and business plan for the zone

- Conduct detailed planning and regular review of critical indicators for the zone

- Drive salesforce effectiveness and efficiency across the assigned territory

Channel management:

- Formulate channel strategy to drive direct and indirect reach of CHL’s brands in the zone

- Drive continuous improvement in Sales infrastructure including growth in distributor network in the zone

- Monitor relevant KPIs of distributors including (but not limited to) KPIs related to Commercial Hygiene
Market Connect:

- Carry out intensive field visits to evaluate performance of subordinates

- Collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, etc.

- Capture the feedback in a manner which is visible to HO and then act on the feedback in consultation with key people to get things done

- Identify success stories and replicate in other parts of the zone; also share with HO for replication in other parts of India

- Drive proper inventory management in the zone along with regular monitoring of slow & non-moving SKUs, and take remedial actions

People Management:

- Ensure timely recruitment and retention of right quality people

- Ensure clarity on role & responsibilities of all direct and indirect reportees

- Improve Sales force capabilities through Coaching and on-the-job training

Support Role:

- Co-ordinate with Marketing Manager in HO for execution of field marketing activities in the regions

- Scheme design (in consultation with HO) and feedback on effectiveness of schemes

- Development and implementation of competition fighting strategy

OPPORTUNITY:

- To work in a start-up environment while being mentored by industry veterans

- To grow at faster pace, close interaction with senior leadership

- To contribute to the launch of multiple products within a short span of time.

IDEAL CANDIDATE PROFILE & DESIRED SKILL SETS

Education:

- MBA from Tier 1 college

Experience:

- 15+ years’ relevant work experience (post qualification) in FMCG/ OTC manufacturing set-up of reputed firm
Skills:

- Ability to work in unstructured environment, conceptualise Self-driven, multi-tasking, good interpersonal skills