Job Description

Organisation: For a 2000 + crore business (BSE Listed Company) which deals in consumer durable products with 9 manufacturing plants in India and presence in 25 countries. 

Title: GM- Sales North 1

Reporting to: VP-Sales & Marketing

Experience: Must have 12-17 years’ experience in Sales Distribution out of which at least 3 years should be as Regional Head of the Department. The candidate must be good in data crunching and presentation skill. Prior experience in FMCG / Footwear industry preferred

Responsibilities:

Increase Sales from Wholesale Business:-

Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in line with Annual Business Plan.
Ensure Sales Traget (Value and Volume) are achived Qualterly and Annually.
Increase Net Realization by improving product mix and price increase. 
Ensure Increase in Average Corton Value by portfolio mix/ AOP Target.
Ensure minimum revenue generated  sales of NPDs.

Dealer Expansion:

Have a clear focus on new channels like Institutions and Modern Trade to build Distribution, Visibility and volumes.
Ensure increase Working Capital Efficiency through maintaining standards invantary.
Ensure minimum Credit Outstanding in the region..

 

Relationship Management with Distributors:-

Agree appropriate call cycles for different distributors based on the business potential of each sistributionship. Rigorously maintain call cycle, reporting (weekly) on calls made and product ordered to give visibility.
Build and maintain Distributor relationships to grow regional sales, keeping in mind the overall goal of the team. Progress will be measured on an annual basis.

Develop and maintain sales oportunities:-
Develop and maintain distributors in consultation with the Head S&M to secure long term sales opportunities and relationships with the distributors can be developed.
Work closely with DBRs to develop an annual plan for promotions and advertising campaigns, ensuring that they understand the best means of merchandising product to exploit each promotion to the full. Ensure that DBRs have access to appropriate stock levels to meet the additional demand generated by promotions.
Work with the marketing team to ensure that DBRs are fully aware of and support planned promotions, tailoring the approach each DBR will take and advising them on the stock levels required to meet demand.
Provide merchandising assistance (ie through point of sale material and brochures) and advice to DBRs in order to maximise sales opportunities ahead of competitors. Ensure DBRs are provided with all promotional material to enhance the likelihood of  product sales.

Manage administrative tasks in a timely manner:-

Manage product issues (such as recurring faults) at individual DBR level, arranging credits, replacement stock as required, making decisions within the approved level of delegated authority and providing feedback to Product Managers where a recurring fault results in product returns or on-going servicing and repair problems.
Authorise and allocate transit damage rebates and credits effectively, efficiently and within Company guidelines in order to maintain a positive relationship with DBRs and maximise profitability.

People Orientation:

To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets.
Lead and manage the RSMs and ASMs providing clear business direction, setting personal and area objectives with regular coaching and performance feedback.
With HR create and maintain succession and talent management plans.
Recruit and develop field sales teams to deliver a robust succession plan.  Identify key training needs across the States and work with HR Manager to ensure appropriate solutions.

Key Relationships:

Internal:  

Regional Sales teams

Marketing

Corporate Communication & NPD

Production Planning & Logistics

Distribution and Sales Support

External:

Distributors

Retailers

 
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