Head of State SalesKerala state for top beverage foodco - Kochi, India - Maxonic Consulting Pvt Ltd

Description

Exciting opportunity with Indias top threebeverages company for the role of Head of Sales Kerala at Kochi /Cochin who will be responsible for leading the sales strategy& execution of all Beverages through Channel Sales/GeneralTrade vertical for entire Kerala territory.

The rolewill be at an AVP level and involves handling a large team of 68ASM (Distribution Sales) ASM (Modern Trade) ASM (Marketing) andother sales support staff for Kerala state.

The incumbent reportsinto VP/Sr. VP Sales who further reports to Chief OperatingOfficer.

Strong salesexperience in FMCG/Beverages/Food industry (not from liquor)handling distribution sales with a large team/large region who havehandled large volumes of beverage industry since heading sales ofone state is also about handling a largeportfolio.

MaturedGreat People management skills are just as important as the Salesexpertise required for this role

Job Role/Title:
Head of Sales
Team Size:6080No


of Direct Reportees:
810
Scope ofwork / Accountabilities

SalesVolume GrowthDeliver the sales volume targetby developing market in the assigned territory as per AnnualOperating Plan Addnew outlets which should contribute to achieving annualvolume/value targetsDrive sales volumes of FMO (Focus of theMonth) products and increase the Unique SKU count in the outlet andensure Product range availability MarketExecutionDevelop strong relationships withKey Accounts resolving channel partners issues Visit &interact with DBR s on frequent basis to maintainrelationship Liaisonwith MEM team on VISI Services & secure preferentialrecommendations on service grounds Drive Cooler / rack productivity by planningdeployments/redeployments of resources based on Cooler/Rackgovernance protocols MarketKnowledge Map thecurrent Market Situation Benchmark with Competition to identifygaps in Product SKUs Availability Cost ControlEnsurecredit control within Unit Liaison with Commercial Responsible formonitoring & optimizing cost of direct operations Maintainprofitability of the Unit.

Adherence to all processes and process byensuring that there areno pending claims/ settlements with internaland external partners DistributionManagementResponsible for implementing theGoToMarket model within the Unit Utilize tools to drive BusinessresultsSAMNA WW etc.

PeopleManagementCoach Guide & develop teammembers Set Goals Appraise performance & provide timelyfeedback Identify Capability gaps & share input withstakeholders on development.

Assess Unit level staffing & skillsrequirement & develop plan to address in short &long terms needs NewInitiativesSpecial projects and newinitiatives in order to ensure continuous businessgrowth
ExternalInterfaces Distributors Key Account ManagerCFA Local Government Authorities Vendors
InternalInterfaces COO MUGM Commercial HeadLogistics & Distribution Head ASM s AM MD AM BD ASM s PACInternal RegionalOffice
EducationQualification (Highest)

Full time MBA from RecognisedUniversity/Business School Desired Certifications:
Certificate in Sales

Management Experience Range:
Minimum 1520 years of postqualificationSales and Distribution Managementexperience

Desirableexperience:

A minimum of 1215 years of recent sales experience inFMCG company of repute with a vast distribution network inleadership and people managementroles.

SkillsDescription
FunctionalSkills TeamManagement ChannelManagement AnalyticalSkills
Behavioral.
Skills
Good Interpersonal Skill Good Communication

Skill General Awareness:
Knows thefundamental or general understanding ofconcepts


Working Knowledge:
Has broad jobknowledge; knows and applies the full range of concepts andpractices. Has broad / working knowledge of the subject. Candidateshould use these concepts in day to daypractices.


Functional Expert:
Candidate iscertified functional expert with strong knowledge onconcepts


Mastery:
Candidate is subjectmatter expert and has command over the subject/concepts.
Suitablecandidates who fit the JD completely could call me onifneeded

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