National Sales Manager - FMCG - Non Food

1. Overall Objective:

- Grow, aggressively and profitably, the national consumer business in the relevant aspects of Distribution, Sales, Key Account Management and Category management. Grow base sales at min.25% p.a.

- Lead inspiringly a sales organization with Key Account Managers, Sales Managers (+100 sales personnel) and Distributors. Ensure an efficient and effective Sales organization.

- Help to develop a superior consumer- and market understanding for mechanical household cleaning products in India

- Act as a role model for the sales organization in promoting and living the guiding principles of the company Mission Statement in the daily business.

- Define short-term and long-term sales objectives and ensure the accomplishment of these objectives and the delivery of business results. Eg. Category leadership across trade

2. Key Tasks (with expected results):

Sales

- Achieve the monthly sales targets

- Develop national and regional Distribution, Sales, - and Merchandising targets (short, mid and long term) eg. Reach direct coverage to >40,000 general stores by 2016

- Develop and implement strategies for new or under-developed trade channels, exploiting full potential of other markets (eg. TN, Gujarat, North etc..)

- Develop and implement strategies for new product launch

- Effectively use the trade budget to achieve monthly sales targets

- Receivables management to ensure an efficient working capital cycle

- Implement regular and standardized analysis & reporting of actual business-performance (customer sales, Distributors sales, product-sales, coverage, distribution, merchandising, productivity etc..) versus agreed targets

- Define and implement corrective measures in case of deviations versus targets

- Lead the various distributors in terms of sales, distribution and (Trade-) Marketing

- Implement relevant sales force management & reporting tools

- Initiate product- and sales trainings for the sales organization. Identify training gaps & train accordingly.eg. PDP, training calendar etc..

- Management of price levels and trade margins. Drive and lead price list implementation in the country

3. Key Account Management (Modern Trade)

- Set clear OGSM to the Key Accounts Managers and Sales organization overall and consequently define working customer plans ; for international customers use and support IKA OGSM

- Manage performance, regular business reviews and negotiations with national and selected regional key accounts in all aspects (listings, rebate structure, outlet-distribution, sales, merchandising, promotions, logistics), resulting in ‘category leadership’

- Give guidance and support to implement a category management and JBP approach

- Monitoring and benchmarking of trade rebates and net pricing

Partnering with Marketing

- Establish Yearly (Sales- and) Marketing Budgets and Plans

- Support the development of suitable product assortment and price positioning

- Monitoring of local market and competitive activities

- Initiate the development and lead the implementation of sales folders, merchandising tools, display material, POS material for various trade channels.

- Create and implement national and tailor made promotional plans

- Support & monitor various Trade Marketing activities, as planned by Marketing People Management & Leadership

- Provide training and personal development to all members of the sales organisation fully exploiting their potentials, with a clear road map for the key members

- Ensure a sustainable sales leadership pipeline

- Providing adequate resources to the sales organisation including

- quality and quantity of members of the sales organisation

- quality and quantity of technical equipment

- sufficient funds

- necessary information needed to develop, execute and monitor appropriate plans

- training necessary to ensure good performance of individuals but also effectiveness of the total sales organization

- consultancy to the sales organisation to overcome problems or facilitate / accelerate activities

Location : Mumbai (Would require Travel)

Reporting to : COO

International Markets Experience would be an added advantage

If Interested please send out your profile to the below mentioned ID

Karthik B
Sr Leadership Consultant
BKarthik@antal.com
Antal International Network
Global Executive Search Firm