LEAD SALES -FMCG

The incumbent will lead the business development efforts in the regions in alignment with the

organization's sales strategy. The incumbent will assess the market size share and sales

potential and create effective distribution channels to meet short-term and long-term goals.

(Sales head responsibilities include developing key growth sales strategies, tactics, and action

plans. Successful execution of these strategies is required to achieve your financial targets.

Sales head duties will include hitting annual targets, building relationships, and understanding

customer trends)

Job Description:-

To formulate sales strategies to (a) drive top-line growth in domestic as well as an export market and prepare innovative plans to achieve higher value realization (b) for brand management, evaluation, and market promotion strategies for various existing/new products and aligned commodities.

 1. Develop sales plans, strategies, and policies to increase/sustain market share and profitability.

2. Have effective implementation and monitoring mechanisms to ensure the achievement of the sales plans and strategies.

3. Formulate policies and guidelines for smooth functioning and satisfaction of channel partners like dealers and distributors.

4. Scan the environment to understand competitors' activities, demand-supply scenarios, and regulatory issues to formulate strategies for increasing market share.

5. Ensure an increased market share and profitability by facilitating market development, brand management, and business development. Focus on business development through domestic /export markets (defined geographies) and building the brand of the company in the domestic/exports market

6. Continuously monitor the pricing patterns within the market, checking the prices for the desired products regularly concerning their competitiveness and value as perceived by the customers, deciding upon pricing from time to time on a need basis to ensure the products are sold with the highest recoveries possible

7. Initiate a market intelligence system to provide monthly information to Top Management on potential data, competitors- activities, new product opportunities, and other changes in the environment.

8. Evolve policies to establish a robust field force monitoring and people management and relationship management system to increase field force satisfaction and portfolio growth.

9. Managing the complete sales cycle from business development and customer acquisition to  receipt of payments.

Key Accountabilities:-

• Meeting sales targets & objectives.
• Market share growth - Strengthening & expanding distribution network.
• Identification & development of new markets.
• Implementation of initiatives and Sales & Marketing strategies, Retail strategy, Modern Trade,
• Institutional Sales.
• Establish CRM tools and systems.
• Relationship building & Customer Satisfaction with key accounts / Distributors / Retailers .
• Cost Optimization in retail /traditional trade operations.
• Development of a market intelligence/ information system.
• Training, development & monitoring of sales & distribution personnel

Roles & Profile Deliverable:

• Team Handling experience of ASM for a minimum of ten years
• Understanding geography preferred
•  Multi-geographyMulti- geography exposure preferred
• Experience in GT Channel & MT Channel.
• Experience in Strategy as well as Delivery based roles
• Experience in Leading through change

Requirements and skills

 Proven sales executive experience, meeting or exceeding targets

 Previous experience as a sales executive, sales manager, or sales and marketing head

 Ability to communicate, present, and influence all levels of the organization, including executive and C-level

 Proven ability to drive the sales process from plan to close

 Proven ability to articulate the distinct aspects of products and services

 Proven ability to position products against competitors

 Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions

 Excellent listening, negotiation, and presentation skills

Qualification

Degree in Sales & Marketing

Master's in Sales & Marketing will be an added advantage.