CSD Head - Sales & Marketing - Consumer Appliances

A leading Consumer appliances firm (FMCD) in Mumbai is looking to hire a CSD head in the Sales & Marketing team

JD:

Business Planning and Forecast :

- Develop a strategic roadmap Houseware. Competitive advantage, market segmentation and business planfor a 1 year time frame.

- Develop a Sales plan/revenue forecast, expense budget with corresponding initiatives to achieve the numbers/desired gross margins.

- Develop a sales plan and strategy to augment sales growth in CSD for all categories

- Design and implement sales programs and develop strategies to optimize sales.

- Defining the Sales plan for the month/quarter based on past trends.

- Monitor and review the Sales Plan and make changes to the plan where required. Syncing the Sales plan with the production plan.

- Develop all systems and processes required for smooth functioning of business to achieve targeted goals and objectives are in place including sales policies.

Marketing :

- Marketing Plan which includes both ATL and BTL. Initiating marketing initiatives to shore up sale and market activation

- Launch of new products in markets, existing products in new markets and corresponding marketing plans

- Inputs on packaging and designs

- Achieve the business numbers and profitability as per the business plan/projections.

- Monitor sales costs, distribution/SCM costs and marketing.

- Monitoring the Sales achievement both primary sales and secondary Sales. Initiatives to achieve the top line.

- Alternative strategies to maximize GP

- Managing and controlling the sales budget.

- Effectively manage the collection cycle. Maintaining outstanding within permissible limits.

- Resolution on bad debts and disputed receivables.

- Conduct Annual Sales Review meetings once a year. Conducting sales review meeting during the visit in various regions with Area Sales Manager and Regional Sales Managers.

Canteen Stores-CSD :

- Developing key relationships with CSD

- Structuring special rates and margins for CSD

- Increasing the market pie of the category vis a vis competition

- Visibility of products at the CSD stores

- Regular visits and nurturing key relationships

- Ensure proper forecasting/planning of demand so that excess inventory is not built up

- Maintaining a 40-45 day inventory cycle

- Ensuring that stocks that are in inventory are sold efficiently

- Maintaining inventory levels as per the business plan and with the objective of ensuring Gross Margins

- Maintaining a balance of inventory so that short supplies/stock out situations are not created.

- Methods to liquidate dead/slow moving stocks

- Co-ordinating sales orders with SCM and Production to ensure smooth availability of product across the channel.

- Providing Manpower plan for the division and defining the team requirements, specifications.

- Attracting top class talent from industry and ensuring that positions are filled on time so that revenue opportunities are not lost because of non-availability of resources.

- Developing a positive image within the talent pool/industry that attracts people to Hamilton.

- Investing in the development of the second line, training, succession planning and employee engagement including recognition and motivation.

Technical & Strategic-Skills :

- Skills in selling consumer durables/ products

- Understanding of the channel, distributors and the trade.

- Developing trade incentive schemes and promotional programs

- Sales Planning-short term, long/term

- Negotiation skill

Behavioral Competencies/Abilities :

- Commercial orientation and Business orientation-Street smartness

- Good leadership credibility which allows him to attract previous teams, talent

- Networking, Strong relationship management and customer-centric

- Ability to sell, win and achieve despite constraints

- Self-motivated & Goal oriented. Energy and Drive

- Ability to lead teams naturally and serve as a good mentor.

MBA/MMS/Management studies :

- 15 to 20 years

- Candidate from Industry with PAN India experience of CSD Management

- Knowledge of the competition, industry