State Head - Sales - Liquor/Spirit/Wines/ AlcoBev

State Head (Liquor, Spirit and Wines - Alco Bev)

Channel Management:

- Providing complete assistance to the dealers within the assigned territory to ensure secondary sales for e.g. timely product supply, brief of product USP, price structure, and advertisement material supply.

- Ensuring that all the communications are documented to avoid any verbal commitments given to channel partners on account of product pricing, schemes, cash discounts, sales-collection linked benefits, etc.

- Serving the requirements in the quickest time to ensure dealer satisfaction on issues pertaining to customer service, logistics, accounting, etc.

- Endeavoring for settlement and recoveries of old & disputed accounts.

- Outlet expansion and range selling - targets and opportunities.

- Organizing distributor R&R every half yearly.

Business Development:

- Interacting with all channels & team on regular basis for generating desired sales volume.

- Identifying opportunities for improving retail sales.

- Interacting with Marketing & Brand Development Department on regular basis and coordinating all activities with them in terms of POPs, samplings and other brand development initiatives.

- Keeping track of local events and celebrations to explore the possibilities of getting associated with it to improve brand image and sales.

- Ensuring successful launch of new products by taking care of pre-delivery inspection, product introduction, USP brief, price and scheme guidelines.

- Planning and execution BTL activities in coordination with marketing, sales and service team members.

- Gathering market intelligence and providing strategic input to Marketing & Category Heads for further action.

Planning & Management:

- Identifying potential markets/dealers, trade opportunities & recommending new business development plans.

- Preparing the product-wise, segment-wise, area-wise and dealer-wise sales forecasts for the territory assigned on the basis of historical data/marketing size and sales trend.

- Monitoring the stocks inventory sales and collection on a daily basis and providing necessary support to the team for successful achievement of the business plan.

- Planning in advance the BTL activities (schemes, sampling, CPs, MDP etc.) which suit the local market.

- Formulating monthly tour plan & schedules for team members for better coverage of territory and frequently meeting trade partners.

Team Management:

- Lead and Manage the Team of Area Sales Managers & Sales Executives to achieve business objectives.

- Recruiting, training, and development of the field functionaries to ensure sales and operational efficiency.

- Identifying the training needs and planning/imparting training programs to sales associates.

- Demonstrated abilities in training, team building, and driving front liners to achieve goals.

- Ensure the team is fully aware of their roles, responsibilities and monthly priorities.

- Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.

- Set objectives & Priorities for the Team. Consistently monitor performance & progress to Goals.

- Developing and implementing the go-to-market strategy with regards to targets to achieve goals.

- Allocating budgets and plan for expanding the market and improving market share.

- Process Automation

- Training & Development / MIS

Qualification And Experience:

- MBA with Minimum 12+ years of experience in Alco Bev industries and must have a good relationship with trade/distributors & corporations.

- Established successful sales history.

- Must have strong leadership, motivation, and persuasive communication skills.

- Strong business-related writing and math skills with full knowledge of distributor pricing models.

- Ability to exercise independent judgment to handle a variety of duties.

- Excellent communication skills (verbal & written).

- Excellent organizational skills.

- Good product knowledge.

- Efficient time management skills.

- Ability to troubleshoot and resolve problems effectively.

- Microsoft Office proficiency.

- Ability and desire to travel frequently for meetings, market visits and presentations.

- Understanding of respective state compliance and liquor laws.