Zonal Sales Development Manager - FMCG

Company: A global leader in wine and spirits having presence in more than 80 countries. A fastest growing and most profitable multinational alcohol beverage company in India holding market leadership position.

The company is looking for Zonal Sales Development Manager based in Kolkata.

OVERALL PURPOSE OF THE JOB :

- Overall responsibility for the development and execution of all long and short term sales development strategies and sales process improvement initiatives ensuring growth objectives in the zone

- Drive innovative methods to achieve optimum market coverage, distributor capacity and productivity goals to ensure leadership in all categories.

Key Responsibilities:

Sales Development Strategy

- Strategize, develop and implement company's Zonal Business through a high quality short and long term Sales development strategy to achieve/exceed the agreed sales objectives.

- Design and Implement robust models and processes to effectively and efficiently drive distribution presence and capacity

- Develop and implement strategies to manage and grow the distributor Channel Ecosystem in line with growth aspirations of the zone

- Identified high consumer engagement opportunities using segmentation techniques - Modern trade and Premium retail focus. Adherence to activation in On-Trade.

Sales improvement process / project management

- Design and Implement processes for orientation of Sales Operations in the Zone to optimize the revenues and help in institutionalising reporting.

- Create an yearly plan of various zonal/regional projects in lines with discussions with the Zonal Head and implement them as per calendar plan

- Analyze and implement changes in key/critical processes like Activation norms, market. working norms-manning study, reporting formats, data assimilation and analytics.

- Have a complete ownership of retail sales processes in the Zone

Recruitment, Training and performance tracking of DSM's

- Streamline the DSM recruitment process emphasizing on recruiting the best talent amongst the industry

- Conceptualize and launch effective training and growth programs for all DSMs including retention & loyalty, productivity & capability enhancement and Reward & Recognition linking KPI's & objectives. Conduct classroom training on new brand launches for all states in the Zone.

- Plan Individual appraisals of DSMs aiming at developing and building their capability based on supervisor feedback, KPI achievement and SE assessment study

JOB REQUIREMENTS

QUALIFICATIONS: Post Graduate in Management from a Premier B School - Must

EXPERIENCE:

- 10-14 years of overall experience with at least 8 years of successful track record in sales in a consumer brands organization is required.

- Experience in setting up processes/systems from scratch in a multinational organization would be ideal

- A charismatic leader with impeccable execution capabilities and people skills who can lead the sales team to the next level of growth challenges.

- The candidate must be open to extensive travelling

Note: This is not just a Sales role, this would suit someone who is very strong in Sales Development and Process oriented Individual.

We would assess candidates based on the below matrix:

- Working for excellent companies (MNC's) + passed out from a Top B School + Experience below 14 years + Current CTC above 30Lacs and below 50Lacs

Industry preference: FMCG (Includes Beverages, Liquor and Tobacco)