Description:

Job Title: Zonal Sales Manager East

Base Location: Kolkata

Areas to be covered: Eastern Region

Reporting Manager: Sales Head

Seeking a potential candidate with 10+ years of experience in FMCG sales (at least 3-5 years of strong background in Beauty & Personal Care industry).

Purpose of Job -

Facilitate in zone planning and expansion in Kolkata and East India for Beauty & Personal Care product category.

Operational Role & Responsibilities -

Creates & Delivers Value to Market

In order to

- Maximize the sales revenues and profit of the market

- Maximize the market share

The position manages to achieve the sales and market share target in the assigned sales territory by right alloction allocation of manpower, budget, target and closely monitoring the teams performance. Manages to maintain the collection timelines by strictly adhering to the 45 degree graph approach. Assign and monitor teams monthy quarterly and yearly primary and secondary sales targets and promotional busget and activities. Is reponsible for distributor management, visibility & increase in in-store share by creating and executing the sales strategy for the area. Engages directly with distributors, retailers whenever needed to provide the solution for problems to ensure smooth business functioning in the area while adhering to companys norms. Is capable for forecating the future challenges and isues related to business perfrmnace or teams capability and provide mentoring solutions to the same. Increases Performance & Efficiency by overlapping/integrating functions throughout the value chain

In order to-

- Minimize the chance loss of sales

- Respond to the market demand and deliver the product timely

- Build, maintain and enhance the relationship with the distribution channels and the key accounts

The position manages to liaise with other departments (marketing / supply chain / production) to ensure the smooth business functioning and achieve the set sales and market share target. Coaches team members and suggests best category & Instore placements for new and existing products along with distributor schemes.

- Develops strong relationship with traditional trade and modern trade customers including senior management and manages to acquire new category partners on board, negotiating on pricing, profit margin, payment terms etc in the best interest of the company keeping organizations goals in mind. Creates cusomer good relationship through continuous visits, meetings and various communications

Builds, Maintains and Enhances the Management Infrastructure

In order to

- Maintain, improve and enhance

The position manages the distributor credit implementation & recovery timelines as per the set company norms by reviewing periodically with the team members.Is responsible for nurturing high level of relationships with the internal departments such as logistics/production team and sales planning team to plan, analyze & forecast stocks to ensure on-time stock availability, delivery of stocks etc. to avoid any business loss due to stock shartages in peak seasons. Manages to create and enthusiastic and successful sales environment focusing on thinking outside the box.

Develops and Grows People

In order to

- Develop and grow employees in the sales function

- Enhance/Improve the capability of the sales system and process to respond to the future needs

The position manages to guid the team to achieve the given sales and market share targets. Periodically reviwes the performance of the team against set KPIs to identify the gap areas and provides continuous On-the-Job training to overcome the same. Based on the performance and competencies, provides the developmental inputs and communicates the training needs to Human resources (Training & Development) department. Continously work towards developing and sustaining high performance teams and winning culture in the zone.

Strategic Role & Responsibilities:

- Business planning, forecasting and delivery of short term & long terms objectives (volume/ revenue/ growth/ systems & processes) at geography level and account level and product level.

Education and Work Experience:

- Graduation in any stream, MBA/PGDBM in Sales & Marketing.

- 10+ years of experience in FMCG ales, with at least 3-5 years of strong background in Beauty & Personal Care industry.

Knowledge & Skills:

- Excellent verbal and written communication skills.

- Demonstrate strong leadership skills and lead by example.

- Strong talent management to mentor and coach large sales team on company payroll and third party payroll.

- Orientation towards achieving operational excellence in regular operational work for enhanced team productivity and delivery.

- Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation.

- Strong financial acumen to evaluate business impact of various internal and external factors.

- Ability to collaborate with cross functional teams for better business patterning with Sales, GTM, Marketing, Finance, Supply Chain.

- Customer centric approach and strong relationship management for engagement of channel partners and customers.