State Head - Sales - FMCG

JOB DESCRIPTION

POSITION TITLE : SALES MANAGER

GRADE : M3/MANAGER TERRITORY COVERED

DEPARTMENT : SALES TYPE OF ROLE INDIVIDUAL / PEOPLE MANAGER

REPORTS TO : ZONAL SALES MANAGER

(2) ROLE OVERVIEW To achieve the given sales target of the HQ/location assigned and to control the Sales team consisting of Area Sales Managers, Sales Officers and Interim Sales Representatives (ISR's).

(3) KEY RESPONSIBILITIES

(a) Volume Achievement:

- Discuss & set clear targets for his team members in alignment with the RSM & to track the fulfillment.

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

- Control the sales team reporting to him to achieve the KRA's allocate to each member.

- Initiatives to cease every opportunity to increase the sales in accordance with the companies policies & strategies.

(b) Distribution Infrastructure:

- Strategize various routes of expanding distribution.

- Fine-tunes & monitor the execution.

- Take pro-active initiatives & monitor results.

(c) Designing and execution of sales promotional activities:

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

- Allocate resources required to implement the local activities.

- Influencing brand managers to support local initiatives.

- Innovations, which are cost effective & replicable.

- Monitor results.

(d) Liaising:

- Liaison with branch logistics & head office logistics to ensure adequate stock.

(e) Manpower:

- Effectively & efficiently utilizing all SO/SS/SR/ISR's

(f) Self-Development:

- Aiming towards fulfilling the best norms of the identified competencies.

(g) Development of team:

- Achieve Training Man-days and tracking & managing high potential candidates.

(4) MINIMUM REQUIREMENTS:

EDUCATION Full time MBA

EXPERIENCE : 10-15 years of hardcore Sales experience in FMCG industry with exposure to cross functional areas like Sales Development, Sales Capability Building, Sales Automation, Trade Marketing, Branding & Promotions. Should have good team handling experience of managing senior sales people in Junior Management category.

(5) KEY COMPETENCIES

TECHNICAL - Planning and organizing

- Efficiency, Orientation

- Coaching Ability

- Negotiation & Customer Management

- Strategic Agility

BEHAVIORAL - Drive for Results

- Managing profitability

- Good communication skills

- Building Relationships

- Emphasizing Excellence

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