Zonal Sales Head/AGM - FMCG - South & West

At present we are looking for a Zonal head - Sales (GT) for a reputed FMCG company for Mumbai location:

Position: Zonal Head/AGM - Sales

Role Overview:

- The incumbent in this role will be responsible for end to end ownership of the General Trade as well Alternate Channels for West & South.

- He/she would also be responsible for guiding and supporting internal stakeholders like HR, Finance, Supply Chain and IT.

- He/She would drive the multi-channel strategy for the region with focus on opportunity identification, revenue generation and profit maximization with an outside-in mindset.

- Leading the Brand's growth, adoption and stability in the region will be the key focus area for the role holder.

Department General Trade

Reports To Head Sales

Team Direct and indirect span across 45 nos.

Territory Covered West - Mah, Goa &Guj ; South - All Southern States

Location : Mumbai

KEY RESPONSIBILITIES :

- This position develops and implements the zonal sales plan to enhance business by successfully leading a team to achieve set target, increase market share percentage through direct sales along with effective collaboration with dealers and distributors

- Works with marketing to influence brand adoption strategy and provide forecasts for fine tuning the brand positioning in the region.

- Establishes and manages budgets, forecasts and reports. Scrutinizes regional expenses against budget. Develops cost control mechanisms where necessary

- 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.

- Provide solutions for customers and add value to the sales process through negotiations, resulting in winning business/orders and positive customer experience

- Develops sales campaigns to accommodate and accelerate business goals.

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

- Ensure schedule & compliance adherence to various laid out processes & take action in cases of lapses by team members.

- Helps their team to builds and deepen ongoing relationships with distributors via timely agenda settings, improving distribution processes and review. Develops and strengthens relationships with strategic and top customers

- Develops and deploys network strategies for improving reach and improving retail service levels

- Creates opportunities and identifies high-level competitive/differentiation strategies. Evaluates investment decisions relating to sales strategy

- Mentors the ASM/SM's team. Coaches and develops direct reports to enable them to in turn, be better mentors and coaches for their front line sales teams. Able to build a culture of trust & accountability.

MINIMUM REQUIREMENTS :

- 10 years+ experience in sales in leading FMCG companies

- Minimum 5 years in a people manager role

KEY COMPETENCIES :

Technical :

- Experience in managing direct sales and driving the regional P&L

- Strong Sales & Marketing Fundamentals

- Sharp financial acumen

- Exceptional People management skills

- Sales Analytics

- Drive collaboration across functions

Behavioral :

- Drive for Results

- Great interpersonal skills

- Excellent communication skills

- Building Relationships

- Emphasizing Excellence

- Integrity and a strong sense of managerial ethics