Zonal Sales Manager - General Trade - FMCG - South Region
Posted today
Posted today
Description:
Position: Zonal Sales Manager-GT
No Of Requirements: 2
HQ: Bangalore (KA & TN or KL) & Hyderabad (AP & TS)
Reporting: RSM
Total Experience : 12-year experience in FMCG in GT Channel Sales in South Region
Qualification: MBA Must
Key skills:
- Should be from South India preferable from Karnataka/Hyderabad and know Kannada / Telugu.
- Should be based in Bangalore / Hyderabad or willing to locate to Bangalore/Hyderabad
- Should have last 3-5 years experience of managing sales in GT in Similar Territory. Minimum total experience in GT of 12+ years.
Job Description:
- Agile and ready to perform in the demanding environment for deliverables.
- Leads a team of ASMs, ASEs (area sales executives), SOs and extended sales team, deploys and monitors execution of the sales strategy of the company in the region as per annual operating plan.
- Planning & Execution of volume, value and market share objective achievement in the assigned area.
- Build Sales and Distribution (S&D) strategy for the region with respect to people & infrastructure setup.
- Develop local strategies to ensure implementation of S&D strategy.
- Drive distribution initiatives such as new outlets, reach out to rural areas, appointing new distributors, etc.
- Strategies to Manage distributor size, scale and ROI. Implement channel financing plans for key distributors and its complete execution.
- Discuss and agree on Trade marketing calendar for the region to help achievement in targets and effective implementation of S&D objectives.
- Ensure effectiveness in terms of planning, people and execution to increase SPP (Sales Per Person) & optimize CTS (Cost to Sales) ratios.
- Oversee trade spending is effective for the region and builds efficiency in spending planning and implementation.
- Support logistics team in optimizing primary and secondary freight.
- Estimate & finalize sales overhead budgets (incl. TADA spends) for the year and ensure management of it.
- Finalize Sales Plan, Manpower Plan and spends for the region and send to HQ for approval on quarterly basis.
- Plan manpower requirements for the year.
- Coordinate the recruitment of Sales personnel across the region. Participate in the assessment centre for all appointments and promotions for the team. Monitor the induction plan for Management Trainees deployed to the region.
- Manage lowering market returns. Identify slow moving stocks and try to run activities to ensure faster liquidation.
- Execution of automation and sales IT initiatives
- Ensure effective implementation and execution of new technological initiatives
- Track and report competition activities
- Responsible for account reconciliations along with the commercial team
Functional Interactions:
- Marketing & Innovations team
- Central and Regional logistics team
- Central Sales Enabling Organisation team
- Finance team
- Sales HR
Role Requirements:
- Person should have FMCG background ideally from Food, Tea, Snacks, Biscuit, Spices, Meal Solutions and Foods space
- Minimum 12+year experience in FMCG in GT Channel Sales.
- Should have experience of scaling new businesses and good awareness of how to set up distribution channels, appoint new distributors, set up S&D processes and recruit teams
- Graduate + MBA in Sales & marketing.
- Excellent communication, negotiation, and interpersonal skills.
- Analytical mind-set, with the ability to interpret sales data and market insights to drive strategic decisions.
- Good Communication & Interpersonal skills, Strong leadership skills,
- Proficient in excel, PowerPoint and SAP system use
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