State Head

REPORTING TO

Zonal Head - Trade Sales

BU/ DIVISION

Consumer Products- Trade Sales

JOB PURPOSE

The State Head ensures the effective implementation of national & zonal strategies and drives performance within their territory.

KEY RESPONSIBILITIES

-Business

• Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing.
• Secondary Sales: Drive retail-level sales through distributor networks to meet state sales objectives
• Primary Phasing/Billing Efficiency: Drive Weekly billing plans and monitor execution with distributors.
• Primary & Secondary RMA Oversight: Manage Primary & secondary returns to ensure minimal disruption to the supply chain.
• NPD Commercialization & Premiumization: Achieve NPD commercialization and premiumization objectives

-GTM

• Channel Management: Build a strong channel network within the assigned state by appointing distributors.
• GTM Rollout: Execute GTM strategies in alignment with the national framework.
• Distributor Infrastructure Development: Assess and develop distributor networks for better coverage and efficiency.
• Inventory Management: Manage stock availability at state warehouses and at distributors
• Primary Collection:Ensuring timely collection of channel finance and BEL outstanding for zone

-People

• People Development: Train and mentor RSMs and Trade Sales Managers, fostering team growth and retention.
• Recruitment & Handholding: Oversee the hiring and onboarding of RSMs and TSMs for the state.
• Sales Capability: Motivating teams to actively engage in sales training sessions and effectively implement the acquired knowledge in their work.

-In market

• Driving Productivity: Set KPIs and ensure consistent productivity improvements at all levels.
• Driving Weighted & Numeric Distribution: Expand distribution footprint by onboarding more outlets and improving stock placement.
• Market Activities: Overseeing market engagement activities and deployment of BTL elements, RBP program
• Sales IT Execution: Ensure RSMs and TSMs utilize sales IT tools effectively for reporting and tracking.
• Process Efficiency Improvement: Streamline workflows for faster and more efficient state-level operations.
• Market Intelligence: Collect and analyse market trends and competitive insights for better decision-making.
• Trade Loyalty programs: Achieving monthly & Quarterly targets of RPL outlets (Platinum & Gold)
• Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program

-After Sales

• After Sales Service: Address escalated after-sales issues to improve customer satisfaction and loyalty.

EDUCATIONAL QUALIFICATIONS

• Graduation (any)
• PGDM/ MBA (Sales & Marketing)

WORK EXPERIENCE

• 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables
• At least 7-10 years of experience in a team leading role
• Should have experience in B2C Sales & Marketing

NO OF REPORTEES

Regional Manager - Trade Sales, Sales Coordinator

INTERNAL / EXTERNAL INTERFACE

• SCM
• Logistics/warehouse
• Marketing
• ABM
• Channel Partners
• RCMs

BEHAVIORAL COMPETENCIES

• Think Beyond
• Put Consumer First
• Collaborate to Win
• Develop Talent
• Be the Best
• Be Agile