Sales Head

Job Description : SALES HEAD FMCG IVC Reporting Head: CEO IVC Direct reports: RSMs, ASMs, KAM MT, VSM, Sales Admin Job Summary: · Responsible for delivering the overall sales targets and implementation of business strategy sustaining volume growth as well as increasing the numeric and weighted distribution within the prescribed sales policies. · Responsible for execution of the GTM agenda and KPIs within prescribed structure, policy and cost parameters. · Will provide support to execute Brand, channel and trade marketing objectives and activities. Lead, direct and develop the team to deliver, grow and manage talent. Business Management · Create and develop programs for achievement of national sales and distribution objectives and monitor implementation · Ensure the successful achievement of the company’s sales goals across all the regions and as per brand and channel mix · Propose sales & distribution strategy, as well as tactical promotions to achieve national ND and WD targets · Review national DOAR’s and DOI with RSMs within prescribed standards · Track & report market insights and identify trends (competitor products/ price/ distribution/ promotions) · Collaborate, propose and seamlessly execute trade and consumer promotions, NPD launches and other TM and Brand initiatives by channel & outlet type Customer Relationship Management · Be an ambassador for the company and its brands by being a role model for living our values, as evident from 360 DNA reviews · Nurture and build positive relationships with all key KWs and business stakeholders GTM Execution · Ensure teams comply with PDCA & SFA drumbeats through planned AREDAR sessions by level · Monitor achievement of daily and MTD objectives as per the DST and SPI targets set · Ensure timely and accurate reporting of BI, sales and GTM reports · Review performance within MBR/ QBR/ scorecards drumbeat, ideate and propose actions to improve sales by region/ brand/ channel Operational Excellence · Ensure timely and accurate forecasting and planning of sales, aligned to TM calendar and regional targets · Liaise and review plans weekly with other functions (Logistics, Finance, Sales Admin) according to relevant PDCA drumbeats and standards · Resolve problems, ensure strict governance, system improvements, implementing change Build High Performance Organization · Ensure recruiting, mentoring, coaching, appraising and disciplining employees in the sales organisation · Manage operational discipline, integrity & ensure corrective action where performance/ compliance/ productivity is below standard, as per HR procedures · Recognize and reward team members and build a talent pipeline · Bachelor’s/ MBA from a reputable university · Min 15 years of experience in sales management · Multi-channel sales experience

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