AM - Wholesale Distribution - Apparel

About Company :

One of the world's leading branded apparel companies, marketing its products in more than 100 countries worldwide. The company operates in six continents.

Location : Bangalore / Pune

Job Details :

Assistant Manager – Wholesale

Job Purpose & Critical Results :

- Develop, Drive, Execute State / cluster wide Distribution plans and programs to maximise business opportunity

- Develop and execute State wise / market level / by Distributor - sales and account plan, maintain trade relationships and achieve market penetration, revenue, profitability and brand positioning targets.

- Growth plan (blue print, scaling, investments market coverage, penetration etc.)

- Profitability (commercial models for PSIS, MBO etc.) & Brand POV (market share etc.)

Build Distributor plans and investments for the current and medium term

- Sales planning (distributor –territory wise) that clearly spell out the agreed key actions to deliver the volume, revenue, inventory etc.

- Execute the account/channel management sub process with a single minded focus on maximizing retail sell-through.

- Build Robust Distributors/Partners - drive sustainable business plans and results thru them

- Assess and scale their capability. Ensure infrastructure for execution of sustainable results

Drive and Manage the following core Distributor process:

- Distributor Development, Operations, Account planning & Mgmt., Incentives, Regional programs, Business Results (Weekly/Monthly/Quarterly/Annual)

- Plan and Deliver a well defined annual business plan & KPIs

- Billing (doors), Distribution Footprint, planned key priorities etc.

Key Metrics:

- Sell-in (units/revenue)

- Distributor sell -out

- Distributor inventory (FMC)

- Accounts receivables (Collection)

- Margins

- Other Operations metrics e.g. Active Sell-out (units/revenue) – also a reflection of new store openings

- Profitability (commercial models for PSIS, MBO etc.) & Brand POV ( market share etc.)

Summary of Role / Activities :

Develop key account plan to achieve revenue, profitability, inventory and receivables targets :

- Account Plan(s) that clearly spelt out the agreed key actions and service offer to deliver the revenue, margins, market share and market positioning results.

- New accounts and/or new channels/doors developed or opened as per target.

- Participate in the development of key account plan (Dist) to achieve volume revenue, inventory, returns, DSO targets as per channel plans

- Conducts regular sales visitation to secure orders, ensure adequate retail presentation, track sell through (wherever possible in agreed Sample Stores) and ensure appropriate inventory mix and level at trade.

Accurate Annual and Monthly Sales Forecast that informs demand forecast, inventory and production planning resulting in increased fill rate while minimizing inventory level :

- Gather and analyses data on consumers, retailers and competitors and use the analysis as inputs for monthly sales forecast and for identifying new accounts/ new business opportunities.

- Conducts regular (weekly/monthly) sales visitation to secure orders, ensure retail presentation according to prescribed standards, track sell through (wherever possible) and ensure appropriate inventory mix and level at trade.

First quality sell-through maximized.

- Monthly and seasonal booking targets achieved per plan.

- In-store retail presentation executed per plan.

- For each major sell-in season (Booking conference), prepares product assortment plan integrating with the appropriate VM/in-store marketing support to achieve maximum sell-in results with retailers.

- Track product performance at retail and initiates action planning to capture additional sales opportunity for fast moving products and minimize inventory through timely clearance of slow moving products.

Collects receivables on a timely basis :

- Maintain mutually beneficial and profitable relationship with trade partners

- Achievement of KPIs: Units, revenue, margins, % returns, DSO of assigned accounts

Direct Reports: None (will manage the Distributors’ organization / team )

Key Relationships: Regional Wholesale Lead, Regional Finance, Retail Merchants

Job Requirements :

Education :

- Degree in relevant discipline preferably with MBA degree

Experience :

- Minimum 4-8 years of experience with proven distribution management experience in the relevant market. Strong distributor commercials and growth/ expansion demonstrated in building a sustainable market share (FMCG/ Telecom/Apparel)

- Should have led a state / large metro city with a significant size of business responsibility

- Should have strong understanding of Distribution /Distributor P&L and must have managed Revenue, Costs and inventory accountability as well.

Critical Skills :

- Business planning for medium & near term (Financial, capability, growth, resourcing etc.)

- Strong Planning and attention to detail

- Ability to manage large partners / distributors, Strong Commercial acumen

- Good business development and negotiation skills

- Create win-win solutions for all

- Strong problem-solving and decision-making

- Data interpretation and number analysis

- Ability to deal grow and expand a market- mindset to optimize opportunity

If interested kindly share your updated CV mentioning your CTC details and notice period