Perfetti Van Melle India - Sales Manager - IIM/ISB/MDI/FMS

Position Title: Sales Manager

Reporting to: Branch Sales Manager

Experience Range Required : 3-5 years experience after MBA (2012- 2014 batch), premier B- school

Academic Background :

MBA with specialization in Sales & Marketing

GENERAL ACCOUNTABILITY :

The position is accountable for :

1. Driving sales at the area level.

2. Implementing the distribution strategy at the area level

3. Monitoring adherence to sales systems and processes at area level

The thrust for PVM India is sales. The sales force is geographically spread across four branches- West (Mumbai), North (Delhi), South (Bangalore) and East (Kolkata). Each branch is headed by a branch manager.

The position drives sales performance in the given area through effective area planning/scheme/process implementation & management of channel and trade. The sales environment is characterized by a widespread distribution network, intense market competition, diverse retail profile and the small value distributor partner.

The distinction that PVMI draws for itself is defined by its product defined channel (P1, P2, and P3), ready stock distribution, service to distribution partners & strict adherence to processes/systems.

The position operates in a fiercely competitive market and faces challenge related to trade partner/ sales team performance. The geographic spread has to be constantly revisited in light of competition review & there is a need to ensure a high frequency of contact with retailers and distributors

Key Responsibilities :

Sales Planning & Strategy :

- Create area sales targets in alignment with the branch sales target through discussion with the branch sales manager

- Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience

- Prepare and recommend area wise budget for sales related activities and schemes etc

Sales Track :

- Track sales numbers at the area level.

- Track lapses/gaps; develop area sales strategy to address ingoing dynamics.

- Analyze and record target achievement by team members

- Track performance of the new product and ensure that distribution takes place as per plan

Distribution Strategy :

- Identify new towns for distributions ( population 50k and above) and provide inputs to distribution network enhancement

- Track lapses in distribution of FG and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects that can be included by PVMI

- Participate in the development of PJPs for the area

NATURE AND SCOPE :

Distributor selection & management :

- Plan for distributor expansion in the area in sync with branch distribution expansion plan

- Identify and screen potential distributor partners within the area

- Undertake claim management for the distributors

- Manage stock levels at the distributor by adhering to the norms

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

DSE Management :

- Monitor DSE performance data .Highlight and discuss lapses

- Participate in all HR processes for DSEs- hiring, training needs identification, appraisals etc.

- Participate in the development of the DSE incentive program

- Communicate & implement PVMI values/ processes/systems within own team

Sales systems/ processes :

- Ensure completion of sales related documentation by DSEs as per SLA

- Use documented data to interpret area sales performance

- Generate MIS Reports as per process and guidelines for inter-functional and functional use

Market Promotions :

- Ensure that schemes and promotions reach distributor and consumer

- Leverage feedback on schemes from the trade /consumers to create recommendations