National Sales Head - Seasoning & Flavours Business

Position Title : National Sales Head

Reporting To : President Seasonings And Flavors

Direct Reportees : National Sales Team

Location : Mumbai

Role Objective - Enable the seasoning and flavours businesses achieve its top line revenue targets by developing and managing a sales organisation

Duties And Responsibilities :

Financial Responsibility:

- Provide market insights and inputs to the BU Heads /Category heads/NPRD for the AOP (Annual Operating Plan) and the budgets for the category

- Prepare overall sales strategy plans for each category along with respective BU and category heads to meet revenue targets for the same

- Conduct market segment analysis, identify thrust areas basis easy wins with less effort and larger volume size of the market, and create a yearly business plan that focuses on key segments, geographies and customers.

- Ensure that Business goals in terms of top line sales and collection efficiency are met

- Maintain strong pipeline to ensure future wins and keep the sales momentum going

- Lead cost saving projects to improve profitability

- Ensure payments are collected from all customers directly managed by the sales team within contracted time frames

Customer Responsibility (Internal and External) :

- Proactively engage with both current and potential customers through regular face to face contacts and expand the footprint and relationships with multiple stakeholders across departments in each customer organisation

- Ensure that the customer commitments are serviced to their satisfaction

- Resolve issues proactively and promptly

- Plan and Coordinate with Purchase, operations, NPRD and despatch to ensure promised service levels to the customers

- Be available for Key customers at all times.

- Partner with the business and category in actively ideating solutions for customer needs and pain points both with the customer and the internal teams

- Provide inputs to NPRD and category heads in creation of products that meet stated and unstated Customer needs to create a healthy pipeline

- Provide and analyze market intelligence data on trends, competitors and other national and local demographics, geographic and psychological specifications, to the business and NPRD teams.

- Ensure that the sales team has a fine tuned sales script and value proposition for all the products

- Drive the creation and replication of the sales and account management process

- Provide inputs to Marketing and category team on brand/product insights and positioning

People Responsibility :

- Responsible for sales team engagement and motivation.

- Partner HR and Businesses in creation of appropriate sales incentive programs that will drive the sales strategy

- Provide strong leadership to the team including developing and monitoring individual and team performance goals, and coaching individual contributors. Be a role model for the team.

- Ensure retention of key /identified talent in the team

- Identify skill gaps establishing professional development requirements for the Sales team, and ensuring they undergo the relevant training.

Process Improvement:

- Lead the efforts at improving the processes for customer management including identification, acquisition, engagement and retention.

- Focus on improving the efficiency and effectiveness of the sales personnel and selling process

- Spearhead efforts at identifying new customer segments

Typical Qualifications And Experience :

Qualification :

- Graduate

- MBA/ PGDBM

Experience : 15+ years of experience in sales Domain