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MAIN PURPOSE:
– Development and execution of sales development strategies and sales process improvement initiatives to meet growth objectives at national level.
– Creating a strong culture of capability enhancement and providing the sales team with necessary tools/aids and resources to drive the same.
– Creating a unique GTM model to drive penetration and shares in a highly cost-effective manner while enhancing distribution points.
– Driving innovative methods to achieve optimum market coverage, distributor capacity and productivity goals- review this once.
Key Accountabilities:
1. Sales Development Strategy
– Develop the business through a high quality short and long-term Sales development strategy for achievement of agreed sales objectives.
– Implementation of Go To Market (GTM) models and sales improvement processes to effectively and efficiently drive market penetration, distribution presence and capacity in a cost-effective manner.
– Responsible for building a future ready sales platform to deliver stronger performance in key areas such as reach, penetration and in-store presence at a lower cost.
2. Sales Improvement Process.
– Leverages data analytics to drive key sales transformation initiatives in the areas of (Assortment, Spend effectiveness, etc).
– Analyses and implements changes in key/critical processes like activation norms, market working norms-manning study, reporting formats, data assimilation and analytics.
– Develop robust activation plans with a focus on target achievement within the timelines.
– Analyses and approves need of (Sales force automation) and suggest on upgrades of different automated platforms on a periodic basis.
– Ensures consolidating information into cohesive and insightful analytical reports for use in decision-making.
– Collaborates with leadership positions and reviews programs to identify, define and document business intelligence (BI) and analytical reporting needs.
3. Sales Force Capability Development
– Facilitate effective training and growth programs for team /field force including retention and loyalty, productivity and capability enhancement and Reward & Recognition linking KPI’s & objectives.
– Drives improvement in performance and sales KPIs and designs sales incentive structure/plan.
– Ensures KPI communication and periodic tracking of sales performance across the zones.
Other Criteria
– 10 years + of FMCG Sales (General Trade)
– 6 years of experience in Sales Development rolein any good FMCG organization (preference – food/Beverage/Confectionary category)
– Strong analytical & presentation skills (Can work on large raw database, create impactful insights, ability to present and communicate in structured format)
– Preferably MBA from a good school / college
