Head - Sales Transformation - Building Material Industry

Sales Transformation Head - Paints/Sanitaryware/Adhesives/ Electricals/Hardware

- Collaborate with key stakeholders to build sales Strategy and for building uniformity in sales processes

- Work along with RSMs, BMs, ASMs, in their respective markets and to help them build competencies to translate laid out objectives / KPIs.

- Help to implement the laid-out Go-to-Market (GTM) practices in all branches , and effectively reach out to TG with most optimum costs

- Understand the existing Sales Processes (As-Is), Agree on the Desired process; and help build the roadmap to reach the Desired state.

- Work with IT function , and Help automate Sales Processes via automation at various stakeholders - Sales Teams , Distributors, and Influencers (Contractors, OEMs, Architects/IDs)

- Work with existing IT tools & help co-develop new tools in area of Sales Force Automation (SFA /FFA), Distributor Management system (DMS), CRM, and ERP

- Help on Integrating Primary, Secondary, and Tertiary Sales - and draw meaningful analytics

- Help on Integrating external market mapping and internal data

- Drive best practices on Distributor management, as per laid our policy on Distributor infrastructure and primary services

- Help Drive the desired Numeric & Wtd Distribution (ND & WD) at town & state level

- Distributor Health Card & RoI - Work with NSH on constantly updating the same, with real time data from field.

- Pricing & Discounts : Get best practices to implement in each branch

- Uniform Price list implementation & discounting guidelines.

Desired Qualifications & Experience :

- MBA (Sales & Marketing) with minimum 12 years of experience in similar domain

- Should have definitely worked in respectable B2C brands in the Building material industry (Paints/Sanitaryware/Adhesives/ Electricals/Hardware).

- Experience in a consumer goods domain (FMCG or Durables) is an added advantage