KEY RESPONSIBILITIES

Business Growth

Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of Activations & Distributions (A&D;).Develop a strategy to Beat the market. Identify opportunities and use levers like A&D; and credit policy to increase Market Share, and deliver on target.Review the trade schemes, and monitor effectiveness and modify basis performanceLiaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations.

Sales Planning & Inventory Management

Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level.Liaise with demand planning and supply chain to understand and address any supply constraints/ issues.

Channel and Distributor Management

Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio.Ensuring ROI calculation and reporting for distributor.Ensure timely collection of receivables from distributor, and inventory management.Ensuring productivity of the manpower on distributor payroll.Monitor and track Secondary scheme processing.Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling.

Retail Engagement

Ensure periodic coverage of key customer groups and syndicates.Create the CSM engagement initiative for the cluster.Create and own the retail engagement plan.Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis.

Market Intelligence & Performance Monitoring





Regularly conduct retail outlet audits to study market share movements and track market share.Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share.Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies.

Brand Building & Demand Generation

Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share.

Financial Discipline

Ensure healthy cash flow for the organization, and adherence to the credit policy as decided.Liaise with Finance team on formulation of credit policy for the respective market.

Regulatory & Compliance

Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance.Support in brand registrations, excise liaising.

Team Leadership

Set the direction and an creative consumer facing culture in the team by managing. individual and team performance expectations and goals.Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team.Mobilizing resources for availability for the team.Work with individuals in order to develop them for increased responsibility.

QUALIFICATION

Preferably MBA with 8-12years of experience from Tier 1 and 2 College.

INTERACTIONS

INTERNALLY

Sales Team of the RegionCommercial FinanceCommercial Marketing and Activation TeamsRegion HeadZonal Demand PlannerZonal Sales and Development ManagerSupply Planning TeamWith Manufacturing for holograms and label registrationEXTERNALLY:

CustomersDistributor/ Channel PartnersExcise OfficialsConsumers

📌 Cluster Head (India)
🏢 Pernod Ricard India
📍 India