Director Sales India

Job Location: Mumbai, Maharashtra 

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

Minimum 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

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