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    Director Sales India - Mumbai, India - The Hershey Company

    The Hershey Company
    The Hershey Company Mumbai, India

    1 week ago

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    Description

    Summary:

    The Sales Director is responsible for developing sales strategy across all channels at national level, driving sales capability development & transformation agenda and implementing key interventions to drive efficiency in the Route-to-market across the Country. The Sales Director leads a team of Regional Sales General Managers, DGMs, ASMs, SOs and requires 20% travel.

    Responsibilities:

    Planning and Budgeting

    • Participate in the development of the Strategic plan developing the related sales strategy. providing inputs around resource allocation and growth potential

    • Provide inputs to the Country leadership team on the new trends in the market through the year and support them in identifying new and upcoming markets which can augment revenues.

    • Spearhead the creation of the overall Country sales and activation plan.

    • Conceptualize sales growth strategy across the regions and review go to market plans for the various products.

    • Prepare and monitor budgets for all the regions and track variances, actioning where require.

    Sales Target Setting

    • Govern the sales target for all the region, approve the weighted or numeric target distribution: Review the distribution targets for each product and allocate targets to the team accordingly

    • Review trade plans and marketing activations jointly with the customer marketing team for all distributors and retailers based on the sales strategy and past trends

    • Evaluate feedback from field sales teams on the reception of brand promotions and brand discounts and work with marketing and trade marketing teams to improve sales performance

    • Approve and finalize plan of action and counter measures to mitigate anticipated challenges and the state of competition

    • Review sales targets for each geographical area, across all brands within the zone

    Monitoring & Reviewing

    • Conduct weekly review meetings with RGMs and DGMs, brand and trade marketing teams on sales progress and details around activations and distributor management and provide guidance in case of areas / regions falling short of plan

    • Review performance of entire region across each zone and conduct regular performance review meetings with RGMs, DGMs and ASMs

    • Approve appropriate action plans for increasing customer value / customer satisfaction based on the market feedback shared by RGMs and DGMs

    • Conduct weekly to monthly check-ins of distributor performance based on pre-defined parameters of sales volume, revenue etc

    • Maintain relationship with strategic and high value distributors and guide the team in finalizing key negotiations

    Building and Leveraging Relationships

    • Network with key distributors and retailers in the region to understand their business requirements, expectations and any issues

    • Initiate innovative models to enhance client engagement: leverage relationships to gain relevant market intelligence

    Cross Functional Projects

    • Participate in GTM transformation agenda, provide inputs around changing business and consumer dynamics and provide sales related data where necessary

    • Participate in cross functional project teams (Training & Development, GTM and Analytics) and guide teams on implementation by setting up a plan and conducting periodic reviews

    • Lead the change management process and ensure company readiness to accept and adopt the changes in business and associated processes which arise due to the above steps

    People Management

    • Cascade overall functional goals for team, set up objective goals and conduct periodic performance reviews

    • Communicate regularly with team members to provide organizational/functional updates, resolve conflicts, create intra-functional work groups, etc.

    • Train, coach and mentor RGMs and DGMs on negotiation and consultative skills, geographic nuances, Hershey way of working

    • Conduct interviews for selecting right candidate for open positions

    Key KPIs:


    • Volume of sales (INR)

    • Accuracy of forecasts

    • Margin

    • Brand building activities / POS activations

    • Attrition of manpower

    M inimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:

    Knowledge:

    • FMCG industry experience

    • Experienced in handling multiple categories

    • Experience in general trade sales

    • Knowledge of the market assigned

    Skills:

    • Good analytical and problem-solving skills

    • Good communication skills

    • Proficient in Microsoft Office applications

    • Excellent management, leadership and organizational skills

    • Exceptional customer service skills

    • Outstanding negotiation and consultative sales skills

    Minimum Education and Experience Requirements:

    Education
    Graduate, MBA preferred Experience

    Experience
    15+ years of Experience. Has worked in FMCG industry in sales before

    #LI-SW1

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