Apply now »

Deputy General Manager - South

Posted Date:  Nov 25, 2022
Requisition Number:  116290

 

 

Location: Bangalore, Karnataka , India

                 Or Hyderabad, Telangana, India

 

 

Summary: 

 

DGM Sales is responsible for developing strategies related to customer and distributors growth by developing go to market (GTM) strategies and enhancing sales capability for the allocated zone in order to maximize revenue and market share as per organization’s sales strategy.

The DGM works with Area Sales Managers, Trade Marketing and Marketing team in order to drive business growth.

 

Major Duties/Responsibilities: 

 

Sales Target Setting

  • Drive the sales growth agenda for the allocated zones allocated and drive sales and transformation for the RO (branch)
  • Define the sales target for the zone, decide the weighted or numeric distribution: determine the distribution targets for each product and allocate targets to the team accordingly
  • Align with brand teams on allocation of priority distributors for each brand, and the activation for each product across brands
  • Provide inputs on trade plans and marketing activations carried out across all distributors and retailers based on the sales plans and past trends
  • Gather feedback from the ASMs and ASEs on the reception of brand promotions and brand discounts and relay back the feedback to marketing team and trade marketing team on outlets to push sales agenda
  • Analyze market research data to forecast state of competition and the anticipated challenges and prepare plan of action and countermeasures
  • Assign each ASM sales target for each allocated area, across all brands  within the zone

 

Monitoring & Reviewing

  • Conduct weekly review meetings with ASMs and SOs on sales progress and details around activations and distributor management and provide guidance in case of areas / regions falling short of plan
  • Participate in weekly review calls with Regional General Manager
  • Compile and analyze sales figures, conduct performance review meeting and present overall geographic zone results
  • Develop appropriate action plans for increasing customer value / customer satisfaction based on the cumulative feedback of the ASM / ASE / SOs from their market visits
  • Oversee distributor performance based on the pre-defined parameters of sales volume revenue etc. and understand issues faced by the distributors
  • Oversee and finalize critical negotiations with distributor partners and retailers on point of sales activations, execute and evaluate POS level activations

 

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 each area sales manager 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

 

 

Minimum knowledge and skills required:

 

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

 

 

Education: Graduate, MBA preferred

 

 

Experience: 10-12 years of Experience. Has worked in FMCG industry in sales

 

 

Apply now »