To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters (SG&A, OH of the branch), ensure all financial & regulatory compliance in the branch, collaborate with Demand Generation Ethical Sales Team & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that ANI trade objectives for the branch are achieved.

CORE JOB RESPONSIBILITIES

1. Give strategic direction to the Region and ensure the achievement of the topline sales number

To plan and achieve the sales targetsTo plan and achieve the distribution targetsTo control & monitor sales returns, damages, expiry stocks, etc. as per company norms

2. Deliver Market Share Goal at Category Level for the Region

3.   Ensure Financial compliance by way of:

Implementing credit policy and credit controlsMonitor and control SG&A spends in the Region (Over Heads and Trade Marketing)Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)Plan & Deliver on M&P initiatives

4.    Business Planning for the Region

Monitor market coverage through ASM / TSE and distribution networkMonitor implementation of Distribution plan across ASM territories in line with Trade S&D plansConduct  monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet)Attend the JCM of the all ASMs with TSEs at least once a yearWork closely with the Ethical ABMs and RMs of the region

5.   Distribution Management & stock planning for the branch

Monitor pipelines across the Region (C&F) and DistributorsPlan & Monitor execution of the secondary sales plan through the ASM – Area wise , TSE wise, Brand wise , SKU wiseLead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecastInvolve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc MeetParticipate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team

6.    Code of conduct and compliance to stat / regulatory/QA norms

Ensure branch adherence to code of conductEnsure branch adherence to sales SOPConformation to all financial and administration systemsCompliance to statutory and regulatory normsEnsure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO TeamsChecks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines

7.   Administration Responsibilities:

Ensure proper documentation of spends in the branch (SG&A – OH and TMM)Ensure proper capturing of sales MIS at the branchPrimary SalesSecondary SalesDrive distributor computerization project through the Commercial Excellence Team (at HO)Sales wastePipelinesFinancialsProvide necessary support to the BU Head trade to run the trade BUTrack competitor activity and create a database for the sameEnsure timely submission of the trade Fc to the BU HeadEnsure timely submission of SG&A Fc to the CMM Head

8.Develop team through coaching, training and reward management

To motivate and provide leadership to the trade team in the branchTo work with all ASM’s & TSE as per guidelinesFacilitate and support training for the ASM’s and their teamsTo manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.To reward superior performance in the branch through timely recognitionProvide Transparent & Robust Feedback through Coaching Scores, Mid Yr & End-Year AssessmentStructure DAP & Succession plans for Key Talent

9.   In Store Retail execution & Localized Trade Marketing Initiatives

Ensure best in class implementation of Channel loyalty programs as per planTo develop customized business plan in order to leverage regional opportunitiesOversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

MINIMUM QUALIFICATIONS

Minimum Education

Post Graduate

Education Level

Major/Field of Study

MBA/PGDM

Sales & Marketing

MINIMUM WORK EXPERIENCE

Experience

Experience Details

Minimum 15- 18 years of relevant experience.Graduate 15 – 18 years experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG (mix of different types of trade - traditional trade, modern trade, trade marketing would be ideal)Mobility PAN India