Head - Distribution - General Trade - FMCG (15-22 yrs)

Position: Sr. Vice President - Head of Distribution (General Trade)

Reporting to CEO

Age: Up to 50 years

Role Overview:

The Head of Distribution (General Trade) is responsible for driving annual turnover, gross margin, and market share growth across regions. The role involves:

- Executing sales activities to achieve market share.

- Overseeing customer/distributor service and administration.

- Managing training, development, and team efficiency.

- Supporting resource allocation to enhance performance.

Key Responsibilities:

- AOP Achievement: Deliver value, ASP, and gross margin for the region.

- Business/Category Success: Ensure targets are met across segments.

- Product Placement: Achieve sales targets through effective planning.

- Statewise Goals: Drive regional sales.

- Channel Performance: Enhance top channel partners' performance.

Sales & Distribution Management:

- Oversee sales and distribution processes.

- Manage distributors to optimize performance.

- Develop and manage sales schemes.

- Coordinate with BU teams and manage internal complexities.

- Analyze dealer performance and enhance display share.

Sales Execution & Strategy:

- Ensure successful product launches and profitability.

- Analyze competitors and provide actionable insights.

- Engage with key counters and enhance product visibility.

- Maintain trade hygiene and compliance with policies.

Performance & Growth:

- Drive performance culture and improve underperforming areas.

- Ensure adherence to sales productivity norms.

- Maximize returns on trade marketing investments.

- Maintain inventory within norms and drive growth objectives.

- Ensure all branches meet their targets.

Operational Excellence:

- Ensure adherence to business, financial, and compliance processes.

- Drive IT adoption and manage debt collection effectively.

Team Management:

- Provide training and ensure retention of top performers.

- Facilitate career progression and team development.

Regional Initiatives:

- Drive market development and segment improvement projects.

Qualifications & Skills:

- MBA from a premier institute with 15+ years in sales, managing large territories.

- Strong financial acumen and management skills.

- Data analysis and strategic planning abilities.

- Proven leadership, problem-solving, and performance-monitoring skills