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Description:
Job Summary
To develop the sales and distribution strategy in conjunction with the CEO and oversee the monthly and annual modern trade/General trade channel sales, thus ensuring that the organization achieves its sales volume, value, outlet coverage and profitability targets
Roles & Responsibilities
Plan and develop the sales strategy for the assigned territories/regions to enhance the sales portfolio and increase the bottom line
Develop annual and monthly product, volume and value wise sales plan in alignment with the sales strategy
Oversee development of strong relationships with key clients across GT and MT channels for the assigned markets
Develop mechanisms and strategies to ensure appropriate sales numbers are met for new product / SKU launches
Ensure achievement of sales targets for the assigned regions, support in developing the sales forecast and design mechanisms to achieve the same
Ensure adherence to the budgets for the region and track the return on investments and the rebates on an ongoing basis
Manage the route and channel wise profit and loss for the sales operations across the assigned regions
Analyse MIS data on stocks, consumption patterns, costs and regularly track compliance with the budgets
Ensure adherence to the credit policy and follow up with dealers/customers on a regular basis to ensure timely collection of dues in alignment with the credit limit, collection target plan and timelines
Develop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market share
Establish mechanisms for getting the required input & feedback from customers to develop an overall understanding of customer requirements and resolve customer complaints within specified timelines
Perform weekly review of the General Trade and Modern Trade businesses and visit the key customers on a frequent basis
Lead key customer discussions on the business performance and explore options for further revenue generation from new and existing customers
Develop systems for periodic stocktaking from Sales Representatives on sales, stocks/ inventory, consumption patterns, sales accounting and costs to track compliance with budgets
Ensure proper accounting for the assigned market's sales and distribution activities, report the daily numbers to the CEO and prepare regular reports on sales performance for the Board reviews
Plan promotional activities in the region in coordination with Marketing Services to improve sales
Encourage and reward innovative product promotion, positioning and branding techniques
Lead the health and safety initiatives and promote a robust Health and Safety culture at the remote site
Periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analysing opportunities and building greater result orientation
Identify business development opportunities with a view to increase market share and enhance profitability for the business unit
Survey markets for emerging trends, competitor information, market share and manufacturing capabilities and identify new business opportunities to enter into to drive business growth
Support the marketing team in creation of brand strategy, improvement of the brand image of the existing products and launch of new brands/products in the markets.
Participate in trade shows, industry sales forum events and promotional activities and support the production mangers, advertisers and developers in marketing the company services and products
People Management
Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
KPIs
1. % adherence to sales targets
2. % adherence to collection targets
3. Days sales outstanding / receivables
4. Bill productivity
5. % reduction in the operating costs
6. Effective coverage
7. Customer satisfaction score
8. % adherence to On-Shelf Availability targets
9. CVFOT
Work experience requirement
Minimum +10 years of Sales & Distribution experience preferably in FMCG industry
Knowledge of English and spoken langugae of the assigned market is a must
Experience of working in the assigned markets.
Qualification
Master’s in Business Administration with specialization in General Management from a reputed university is preferred
Competencies
Category Management
Knowledge of Value Chain Management
Selling Effectively
Ownership & Result Orientation
Business Acumen
Negotiating Skills
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
Business Unit: Oils&Fats(UAE) (370)
Business Group: Oils&Fats (239)
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