Divisional Sales Manager - General Trade - FMCG/Dairy Product

Divisional Sales Manager (General Trade) FMCG/Dairy Product,Hyderabad

Our client is a Premium Business house

- Ideally, you would have worked in Dairy products/PAINTS Industry/FMCG/FMCD

- You will report to NSM and you will be responsible for all ASM and executives reporting to you

Based on performance, an individual can grow within the company /Group Companies

- You will be responsible for planning and ensuring achievement of sales growth as per budget/forecast across SKUs in all the product categories (Milk, Short-shelf life and Long-shelf life) through channel partners and gain market share in the territory as per company's strategy.

- You will also be responsible for the analyses of logistics that are involved to enable faster delivery and sound distribution of Company products across the division.

- You will be translating business strategies into suitable actions for your geography while leveraging on local level opportunities.

Role :

a. Strategy and Business Development :

- Advises senior management on sales strategies and business development operations

- Formulates and executes strategies on sales and distribution and logistics to achieve business growth and objectives for the division

b. Execution and Planning :

- Ensure achievement of targeted MOM growth and YTD growth targets

- Planning and distribution of sales targets Filed Officer wise/ SKU wise/ Distributor wise/ Route wise

- Tracking daily sales, performing gap analysis vis--vis targets and take corrective actions

- Explain the Inputs/ Schemes to field force and monitor implementation in the market in order to ensure last mile execution

- Design and execute trade schemes while maximizing the throughput of trade spends (as per agreed norms)

- Works closely with the Marketing in-charge at the corporate, to implement specific branding campaigns to supplement business development activities for milk and milk products

- Plans and supervises business promotional activities like customer education programs, involving door-to-door campaigns, plant visits, and below-the-line strategies so as to create brand awareness to convert potential customers from non-users to users

- Deploy and/or create - person neutral- systems, processes, and Ways of Working which lead to a fundamentally solid and hygienic Sales Engine

- Ensuring special efforts are put in the major initiative/ Focus Brands etc

c. People management :

- Lead, monitor & drive performance by leverage selling tools & incentive program to ensure that field force achieves sales targets and requisite productivity parameters

- Review field force performance periodically example during MRMs and identify opportunities/ constraints for sales growth and assess competitor activity

- Impart on-field training to Field officers/ Route Sales In-charge whenever required and implement structured Product training interventions in collaboration with Quality team to continuously up skills of the team

- Coach the team on Sales & Distribution system and keep them motivated

- Influence Key stakeholders in Operations and Marketing to align and garner necessary support to meet growth ambitions in the mid to long-term

d. Infrastructure and Administration :

- Increase sales, market share and coverage (number of outlets/ towns covered) in the area by identifying and appointing new distributors/ agents and continuously benchmark the same with competitors

- Periodically review performance of channel partners and take proactive actions to maintain business continuity in case of foreseen/unforeseen changes in Channel Partners

- Ensure efficient backend administration by way of claim submissions, expense management, account payables/receivables and reconciliations etc.

- Ensure high level of forecast accuracy and align Divisional Dispatch team to ensure efficient service levels to customers

You are :

- MBA with 8-12 years of experience with Durables organizations in the sales function

- Preferring from Paint Industry

- Relevant leadership/channel management experience in managing Sales and Distribution

Skills Required :