Branch Head - North - FMCG - IIM/FMS/MDI/XLRI

Functional Reporting: Head-GT Sales

Title: Branch Head (North)

Location: Delhi

Administrative Reporting: Head-GT Sales Role Purpose

The role is responsible for:

Serving as a key strategic and execution pillar of the Sales organization. This role has two distinct aspects: First, as a critical member of the Sales Leadership Team, it will provide long-term and strategic input to develop a sharp, future-focused sales organization. Second, it will lead a large team to achieve exceptional execution standards and foster a "Must Win" culture.

Areas Key Responsibilities

Financial (Business)

- Brand, Channel and Area wise Topline

- Cost to serve funnel as per KPI

- Channel Programme outputs

- Distribution Quality indices - ND/WD/SAH/MS

Customer

- Create and deploy Annual JBP with Top 80% contribution distributors, measured on an ongoing basis

- Develop Quality of Rural sales partners to drive last-mile distribution and execution into targeted POP villages

Process

- Deploy continuous review mechanisms to drive a very high level of efficiency and War on Waste culture w.r.t FOS Efficiency/Distribution Drops/ Productivity

- Drive Sales technology adoption off all the platforms and tools

People

- Consciously work at identifying Hi Pot Talent in the team and create opportunities for them to grow, vertically and horizontally

- Create a culture of learning & development through a mix of the Job/Classroom/Expanded responsibility approach Key Deliverables Key Interactions

Internal

Internal Stakeholders

- Sales Leadership Team, Regional Sales Managers, Supply Chain and Logistics Team, Finance Department, HR and Training Team.

External

- Distributors and Wholesalers, Retailers, Key Accounts, Market Research Agencies, Local Regulatory Authorities.

Key Dimensions

Team

- Zonal Sales Manager, ASMs, Regional Customer Marketing Manager, Regional Sales Development Manager

Role Requirements

Educational Qualifications

- MBA from a premier B School

Experience (Type & Nature)

- 14 - 16 years of work experience, Primarily FMCG. Should have a very Deep understanding of Mass Markets, at operational and Leadership levels

Functional Competencies

- Exposure to multiple consumer categories in sales and marketing functions

- Strong commercial acumen to create sustainable business value chains

- Deep understanding of Mass market Principles - GTM strategy, Customer development initiatives, Cost to serve, Distribution Quality etc.

- Solid knowledge of brand-building principles and first had experience that

Behavioural Competencies

- Very collaborative style of leadership which delivers strong value to the business

- Inspirational people leader with a distinct ability to create an exciting common Vision for his/her Team and drive superior performance

- Gravitas in personality and stakeholder management to develop strong relationships with other leaders across the organization