National Sales Development Manager - General Trade - FMCG

MAIN PURPOSE:

- Development and execution of sales development strategies and sales process improvement initiatives to meet growth objectives at national level.

- Creating a strong culture of capability enhancement and providing the sales team with necessary tools/aids and resources to drive the same.

- Creating a unique GTM model to drive penetration and shares in a highly cost-effective manner while enhancing distribution points.

- Driving innovative methods to achieve optimum market coverage, distributor capacity and productivity goals- review this once.

Key Accountabilities:

1. Sales Development Strategy

- Develop the business through a high quality short and long-term Sales development strategy for achievement of agreed sales objectives.

- Implementation of Go To Market (GTM) models and sales improvement processes to effectively and efficiently drive market penetration, distribution presence and capacity in a cost-effective manner.

- Responsible for building a future ready sales platform to deliver stronger performance in key areas such as reach, penetration and in-store presence at a lower cost.

2. Sales Improvement Process.

- Leverages data analytics to drive key sales transformation initiatives in the areas of (Assortment, Spend effectiveness, etc).

- Analyses and implements changes in key/critical processes like activation norms, market working norms-manning study, reporting formats, data assimilation and analytics.

- Develop robust activation plans with a focus on target achievement within the timelines.

- Analyses and approves need of (Sales force automation) and suggest on upgrades of different automated platforms on a periodic basis.

- Ensures consolidating information into cohesive and insightful analytical reports for use in decision-making.

- Collaborates with leadership positions and reviews programs to identify, define and document business intelligence (BI) and analytical reporting needs.

3. Sales Force Capability Development

- Facilitate effective training and growth programs for team /field force including retention and loyalty, productivity and capability enhancement and Reward & Recognition linking KPI's & objectives.

- Drives improvement in performance and sales KPIs and designs sales incentive structure/plan.

- Ensures KPI communication and periodic tracking of sales performance across the zones.

Other Criteria

- 10 years + of FMCG Sales (General Trade)

- 6 years of experience in Sales Development rolein any good FMCG organization (preference - food/Beverage/Confectionary category)

- Strong analytical & presentation skills (Can work on large raw database, create impactful insights, ability to present and communicate in structured format)

- Preferably MBA from a good school / college