Sales Manager - General Trade - FMCG - West Region - IIM/ISB/MDI/FMS

Sales Manager - Maharashtra (General Trade) Premiere MBA School Only

Role Overview :

- To achieve the given Sales target of the territory assigned through managing a diverse Sales team consisting of Area Sales Managers, Sales Officers and Salesman (ISR).

Department Sales : General Trade

Reports To : Zonal Head - West

Type of Role : People Manager

Area Covered : Maharashtra (including Mumbai), Goa

Location : MUMBAI

Candidates from Premiere MBA schools ONLY

KEY RESPONSIBILITIES :

(a) Sales Operations:

- Set clear targets for team members in alignment with Zonal objectives & track fulfillment of same by periodic reviews.

- Achieve efficiency parameters target like BE, ECO, TLS, LPC & Staggering of Sales in lines to Zonal & National Objectives.

- Achieve channel infrastructure enhancement targets in lines to Zonal Objectives.

- Form an efficient & effective team that is perfectly cooperating with all internal & external partners.

- Manage & motivate the Sales Team reporting under to achieve the KRA's allocated to each member.

- Take initiatives to cease every opportunity to increase Sales in accordance with the companies- plans & strategies.

- Allocate high demand SKU/Brands by studying statistical data.

- Streamline & effectively manage Sales Forecasting & plan Business.

- Ensure ND & WD as per zonal & National priorities & as applicable for the State.

- Ensure control on Damage, Returns and Expiry in line with company norms.

(b) Distribution Infrastructure:

- Strategize various routes/alternatives for expanding distribution.

- Fine-tunes plan & monitor execution through periodic reviews & meetings.

- Take pro-active initiatives & monitor results.

- Ensure management of different categories of Channel partners in lines to organization priorities & plan.

(c) Designing and execution of Sales Promotional activities:

- Co-ordinate with Zonal Head to formulate various local activities in his region.

- Allocate resources required to implement the local activities.

- Influence Brand Managers to support local initiatives.

- Formulate Innovations, which are cost effective & replicable.

- Ensure quality and resilience of local sales pipelines by implementation and customizing of national GTM framework.

- Responsible for the design, development and execution coordination of local GTM programs.

- Audit compliance and quality of GTM programs through fieldwork with sales teams and structured audits using GTM checklists and agree corrective actions with management.

(d) Liaising:

- Liaison with Branch & National logistics team to ensure availability of stock as per month forecasting.

- Co-ordinating with cross functional zonal & HO stakeholders in HR, IT, Logistics, Commercial, Marketing for getting work done as per plan.

(e) People Management:

- Manage changes in business, organization, people to ensure continuity and smooth operations.

- Coaching, mentoring and retention of team members & ensure all perform with the best of their efforts & competence.

- Owning the Capability function for the state right from Distributor salesmen level to Area Sales Manager level.

MINIMUM REQUIREMENTS :

Education - Full time MBA from a premier institute.

Experience:

- A total of 8-10 years of Sales experience out of which a minimum of 5-6 years in FMCG/similar Channel Sales in General Trade business.

- Must be having an experience of managing diverse teams across different geography/locations.

KEY COMPETENCIES :

Technical:

- Should possess excellent Planning, Organizing & Prioritizing skills.

- Has a high strategic agility.

- Possess excellent Sales & Channel management acumen.

- Displays strong coaching & mentoring skills at work.

- High on managing Customer expectations.

Behavioral :

- Good communication & presentation skills.

- Excellent in analytical ability & data-based approach.

- Must be collaborative and a strong team player.

- Very good at networking, negotiation and influencing.

- Should be high on creativity & innovation.

- Displays a high amount of ownership & accountability.

- Display honesty, integrity and a strong sense of ethics in all decisions and actions