Director - Sales - FMCG/Consumer Durable

Reports to : Sales Head

Division/Department : Sales

Work Location : Mumbai

PURPOSE :

- To own regional sales performance including P&L, volume and market share, TP coverage and product mix strategy, and demand planning for distribution, direct dealer and MT channels for all categories except Built-in, and manage regional budget and overall admin

ESSENTIAL DUTIES AND RESPONSIBILITIES :

Planning :

- Owns development of regional sales strategy and business growth plan for existing/new TPs

- Owns development of monthly demand plan for the region

- Drive sales target-setting for BMs, and conducts periodic reviews

- Manages regional TPI budge

Sales Activation :

- Manages category and channel analytics on own and competition product performance within region

- Leads management of BTL initiatives

- Manages deployment of TPI and trade schemes in coordination with branches

People Management :

- Drives learning, talent development and inclusiveness

Trade Partner Management :

- Develops TP engagement plan and maintains optimum call cycles to build and strengthen TP relationships

- Identifies, evaluates new TPs and manages conversion of difficult accounts as needed

- Identifies and recommends sales training opportunities among TPs

- Leads representation in regional events to support business development as required

Operations :

- Oversees all marketing and key account management activities for the region

- Oversees all sales logistics for the region for finished and defective goods

- Owns general administration for the region

EDUCATIONAL QUALIFICATIONS : Full Time MBA 

EXP : 10-16 years

KNOWLEDGE, SKILLS AND ABILITIES :

TECHNICAL :

- Result- driven approach

- Strategic Thinking

- Relationship management/partnering

MANAGERIAL :

- Lead with speed - agility, focus and confidence

- Own it - be personally & collectively accountable for results

- Straight talk - Share honestly, transparently and timely