United Spirits - Cluster Head - Sales

Job Profile

As a Cluster Head, the incumbent would be responsible for driving sales for the respective cluster.

Key Responsibilities

- Responsible for the entire cluster (part of geographic state or multiple states depending on business size) with respect to Sales and Market Share

- Lead the Sales Team (of 6 - 9 Team Leaders) and establish Distribution and Merchandising activities in line with Business Plan

- Be up to date with market movement and consumer preferences to look out for white spaces and develop plans to plug in the same accordingly

- Drive the Route to Consumer strategic priorities for the cluster

- Have a clear focus on channels like Modern Trade, General Trade and Premium Trade Outlets etc. to enhance distribution, visibility and volumes

- Plan future sales activities based on future growth plans and market data keeping the allocated budget in mind

- Apportion sales budget to various branches based on profitability of the branch and market activity

- Ascertain Brand wise sales targets as per Business Plan

- Identify profitable products and design plans to capitalize on the same and increase market share

- Track competitor activity on a continuous basis and take action to counter competitor strategies

- Conduct sales analysis and accurately forecast stock requirement and coordinate with distilleries for the same

- Analyze Stock Movement based on secondary sales and have a complete control on inventory management

- Coordinate with Trade marketing team to facilitate sponsorships and activities

- Ensure implementation of schemes (marketing & sales) and submit feedback on the same to the Regional Sales Head

- Manage external environment with respect to government and state policies

- Study sales reports prepared by Team Leaders; identify gaps if any and design plans to fill in the same

- Shortlist and prepare the list of vendors and distributors to be appointed, get necessary approvals on the same

- Coach and mentor the team; help design career path and facilitate people development activities

Candidate Profile

- MBA (Sales & Marketing) from B School

- 12 years+ of experience preferably in FMCG/Spirits Industry (Grade - GM, Sr. GM, AVP)