Sales Manager

Role: Sales Manager - Traditional Trade

Brands: All Brands

I. Implementation of Regional Sales Strategy in line with the Organisations Overall strategy

Execution of the Annual Sales Plans for the region with a focus on each of the following:

· Market Share—Geography-wise

· Customers · Channels

· Product Categories

· People Development II.

Business Key Result

Areas

· Consistent Topline & Bottomline target achievement for the region as per territory , brands, categories

· Ensuring Brand Coverage/Presence

· Increasing the Market Share

· Channel Development · People Development III. Operations:

· Sales Management o Accurate Annual Sales Forecast, Budgeting &

• Achievement as per plan o Sales Plan Preparation – Targets, territories, products, sales team o Team KPI &

• Target Management o Channel Development &

• Management o Ensuring fair & thorough implementation of the Trade Schemes as planned by the Trade Marketing Team & the Sales Head o Achieving the Product Mix Targets o Sales Team Building, Development, Motivation &

• Management o Sales Reviews &

• Performance/Productivity Management o Process Compliance o Driving Automation (SFA) – Bizom usage in the team o Customer Relationship Management o Returns Management o Inventory Management for the region · Business Intelligence &

• Analytics (External &

• Internal)





o Internal Business Data Analytics - Using Power BI Analytics for enhanced performance o External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc · Policies & SOPs Implementation:

o Sales Process Implementation—From Prospecting to After-Sales Service o Distribution Policies & Channel/Partner SLAs o Customer Credit Policies o Returns Management o All other policies implemented from time to time · Liaison:

o Commercial Team/ SCM Team/ Government officials (if reqd) etc

Profile

· Overall traditional trade sales experience of around 8 to 10 years

· Should have independently handled regional sales for at least one region in the FMCG industry for at least 3 to 4 yrs · Should have a proven channel development & sales growth (topline & bottom line) track record in his/her previous organizations

· Should have worked in multiple markets/regions as a part of his/her sales role, i.e. Should have a complete insight of the said region—sales trends, culture, distribution, etc.

· Strong understanding of Trade Marketing Strategies · Robust Financial & Business Acumen

· Should be strong in business analytics

· Experience with handling sales-related process automation tools would be an added advantage

· Data-oriented decision-making

📌 Sales Manager- Mumbai
🏢 J L Morison
📍 Mumbai