DGM - Sales Development - FMCG

- Overall responsibility for the development and execution of all long and short-term sales development strategies and sales process improvement initiatives ensuring growth objectives for the Zone

- Drive innovative methods to achieve optimum market coverage, distributor capacity and productivity goals to ensure leadership in all categories.

- Strategize, develop and implement business through a high quality short and long-term Sales development strategy to achieve/exceed the agreed sales objectives.

- Design and Implement robust models and processes to effectively and efficiently drive distribution presence and capacity.

- Analyse and implement changes in key/critical processes like activation norms, market

working norms-manning study, reporting formats, data assimilation and analytics.

Ensure robust frameworks and process in the Zones for Recruitment, Training and performance tracking of DSM's.

- Streamline the DSM recruitment process emphasizing on recruiting the best talent amongst the industry.

- Conceptualize and launch effective training and growth programs for all DSMs including retention & loyalty, productivity & capability enhancement and Reward & Recognition linking KPI's & objectives.

Design the Sales Incentive Plan based on KPI's for the Region.

QUALIFICATIONS:

Post Graduate in Management from a Premier B School

EXPERIENCE

- Minimum 10 years of overall experience with at least 4 years of successful track record in sales in a consumer brands organization is required.

Experience in setting up processes/systems from scratch in a multinational organization would be ideal