Director - Sales - FMCG (10-15 yrs) - Mumbai, India - iimjobs

Description

The Sales Director will be responsible for managing and supervising the accomplishment of Sales KPIs by meeting or exceeding volume, revenues, profit and market share targets in all zones of the organisation and Predator Brand; Create and communicate a compelling vision of the future for the development of the Product Portfolio in its respective territories, formalised in an Long-rang-plan (LRP), setting clear ambitions and building blocks, aligned with the bottler; Successfully manage interact and communicate cross-functionally (Sales, Marketing, HR, Finance, Operation and Legal) within the organisation.

• Lead the external annual business plan (ABP) development and alignment with the bottler (volume, distribution, picture of success, promotional calendar, execution targets, trade spends); Lead the internal P&L reflecting the external ABP and align target with Finance, Marketing and Operation.
• Execute against the ABP with discipline and find creative solution to overcome the inevitable challenges to deliver; Motivate the bottler behind the portfolio so they understand the opportunity, align targets for all channels and zones and allocate ongoing resources to deliver the plan.
• Bottler partner (BP) management by setting up a positive business and personal relationship with the Bottler management and teams at all levels, from CEO, Central teams or teams in the zones; Agree with the BP monthly targets (range distribution, price, promotions) for the region;
• Ensure targets are clearly communicated and cascaded to field/telesales/Local Key account (LKA) teams and the BP field sales forces get incentivize and trained on to reach and beat the targets
• Field Sales management and Wholesalers management by Influencing the BP to get the relevant and optimal field sales coverage be it via own BP sales force, an external agency, subdistributors or telesales; Accomplish regularly training for the BP sales teams on Merchandising standards (assortment, planograms, point of sales, and coolers standards) in all channels.
• Account for the development of wholesaler strategy, identify critical wholesalers to win in the Energy Category; Supervise, make recommendations and approve SKUs planograms execution on BP, customers and coolers; Acts on timely, correct and complete daily, weekly and monthly reporting and data sharing from BP and sales team
• Demonstrate discipline and ownership approach in budget split, tracking and utilisation

• Bachelor's degree in Business Administration, Marketing, Communications or another related field. Masters of Business Administration (MBA).
• More than 10 years of experience in solid sales experience (Distributor, KA or Field Sales force) in FMCG
• More than 10 years of experience in Beverage/Wine & Spirits
• Advance user Microsoft Office (Excel, Word, and PowerPoint)
• Experience with forecasting, Nielsen/IRI, POS and Inventory reports
• Fluent English