Senior Manager/Manager - Sales & Marketing - New Business Development - FMCG

Company : Top notch American MNC

Position reports to : Director - NBD (New Business Development) - India & South Asia ..... who in turn reports to the Managing Director

JOB PURPOSE :

This role exists to set up sales and marketing objectives and formulation of strategies to ensure their attainment that includes developing new dealers, liaising with the existing dealers, introduction of new products, preparing the budgets and overall supervision of the market penetration plan. This role forms part of the management team and plays a key role in setting company policies and guidelines.

PRINCIPLE ACCOUNTABILITIES :

EXPECTED END RESULTS & MAJOR ACTIVITIES :

Business Development and Sales :

- Plan and oversee the execution of the sales efforts, contributing to organizational revenue and growth targets

- Identify retail sales potential growth areas and develop growth plan of each participating town/region.

- Formulate development of roadmap and strategic initiatives for the assigned zone.

- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their zone

- NPD & AD - building India Capability for - conceptualization to local development.

- Creation & running of Retail Management Process (lead generation, receipt & conversion, scheme management etc).

Business Planning :

- Formulate sales and business plans for the regions aligned to the overall national sales plans

- Formulate the annual business & operating plan for the regions in line with the overall annual retail business plan of the region and the company

- Ensure alignment of strategic focus with retail team

- Accountable for the development of region and territory sales plans based on dealer last year performance & growth aspirations for current year with communication of targets to dealers

- Monitor and track achievement of targets and budgets on a monthly basis

- Review achievement of dealer wise target on a monthly and quarterly basis

- Periodic business & financial review of Top-line & bottom-line (weekly BR with HOD, Qrtly review with MD)

Market expansion :

- Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies

- Identify new catchment areas, holds the potential for a Kohler outlet

- Identify and shortlist existing dealer prospects, screen these prospects and finalize dealers with respect to shower doors business.

- Participate in activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.

Relationship Management :

- Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints

- Plan how to establish and maintain relationships with major dealers and influencers

- Regular meetings with dealers and architects across the zone to understand their needs with a view of future sales growth

- Plan and ensure implementation of periodic meets with architects, interior designers and technical team members and operation team and communicate to the architects and dealers any new product launches

- Plan and oversee implementation of in marketing demand generation activities i.e. trade schemes - provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance

- Drive high-quality servicing of customer relationships across the zone in terms of needs recognition, timely delivery and complaint redressal.

Marketing Strategies :

- Drive marketing plans related to product, price and process.

- Development & execution of Product Branding, Communication & Training process & tool

- Product Price & Process tracking of competition with the intent to improvise Kohler products.

- Prepare annual marketing plans for products including market strategy, incentive promotions, sales forecast, projected market penetration, and budget estimates

Market penetration :

- Generate new leads and interact directly with end customers to help build secondary sales

- Through influencers - architects, interior designers, identify potential customers and ensure that these leads are followed up by the Regional/Zonal sales team

- Ensure necessary follow up actions on major leads generated by the dealers

- Understand requirements of major customers and map Kohler products as well as ensure that efficient after sales services are provided

- Ensure timely execution of promotional activities in the zone

- Ensure quality execution of the plans/ activities, through the regional teams.

Team Management & People development :

- Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving objectives - Drive the goal setting and review process for subordinates and employees within the team.

- Identify training needs for subordinates and ensure the execution of the required training programs in a timely manner

- Carry out performance assessments and provide feedback to subordinates with a view of improving performance

KEY INTERACTIONS :

Internal :

- NBD and Sales Director

- Regional Sales Managers

- Product Managers

- Market Communication Manager

- Showroom designers

- Customer service centre

- Legal, IT, Finance, SCM, HR and other support function

External :

- Dealers

- Small builders

- Influencers (architects, interior designers, plumbers, general contractors)

- End customers

SKILLS AND KNOWLEDGE :

EDUCATIONAL QUALIFICATIONS :

MBA from top 10 B-Schools, Graduation in Engineering discipline is preferred

RELEVANT EXPERIENCE :

8-10 years of total experience in Sales followed by marketing in appliances, durables paint or same sector

PERSONAL CHARACTERISTICS & BEHAVIOURS :

- Fluent Communication & Presentation skills.

- Strong analytical skills and ability to work with data

- Strong business acumen.

- Proficient in decision making & delivering proposals/presentations

- Result oriented approach