Divisional Sales Manager - General Trade - FMCG/Dairy Products

Our client is a Premium business house into FMCG & dairy products

Divisional Sales Manager - General Trade - FMCG/FMCD

- 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 :

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

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

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

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 :

- Self-Motivated, Highly Ethical

- Takes personal responsibility to make things happen and continuously raise the bar. Does not let ambiguity and obstacles come in the way of forwarding movement.

- Sets high-performance targets for the team and garners the team's commitment towards them

- Ability to influence beyond function and level

- Willingness to travel and open to geographical relocation.

- Analytical Skills with basic computer knowledge