GM/AVP - Zonal Operations Head/Sales Head - FMCG - IIM/ISB/XLRI/FMS/MDI

Job Objective:

To lead the Sales Strategy and plan for the Zone in order to drive the maximization of volume and revenue for the Zone in a sustainable way and to work towards integrated market execution and market expansion for the Business Unit.

Job Responsibilities:

1. To analyse market research reports to identify gaps within the Zone to develop the sales strategy based on national sales strategy and inputs from Zone Commercial team

2. To focus on developing efficient sales processes and routines through capability building systems.

3. To develop, review and update the monthly sales plan with inputs from SMs and analysis of trends; develop and regularly track horizontal expansion plan

4. To allocate DME and MER to the SM and track and review expenditure

5. To interact with other function heads to resolve sales issues, work in cross functional teams to ensure demand fulfillment and compliance with Organization norms

6. To lead the team to drive ME as per RED and other sales standards; guide team in improving market execution performance. Plan activities to counter competition moves, review and approve develop marketing programs and promotions.

7. To work proactively with the HR in the develop and manage as well as drive engagement in the zone

8. To co-ordinate and sponsor changes through the commercial function to help create future/ larger business potential.

Administrative Reporting: Zonal Vice President

Functional Reporting: VP Operations

Supervises: General Sales Manager and Sales Manager

Key Customer

Internal /External Customers: Internal - Finance & RTM & Capability Development & Channel Marketing & CDE

External - Retailers

Minimum Education: MBA in Sales and Marketing (Preferably from Top B schools)

Minimum Work Experience: 12-16 years of post MBA experience, with experience in sales, distribution, trade marketing and corporate experience