Vice President - Sales - FMCG (5-8 yrs)

ROLE AND RESPONSIBILITIES:

- Liaison with client to construct a robust and successful annual joint business plan (JBP) that drives business growth, improves sales effectiveness, identifies & develops business opportunities, secures new deals, contracts, and long-term relationships across HFS channel (High Frequency Stores).

- Manage successful coordination with Client, and brand teams to discuss and finalize important business elements such as channel-wise product schemes, trade terms, SLAs, visibility and oversee effective deployment of quarterly/ monthly business plans (channel wise plan, brand wise plan, account wise plans, promotions, local initiatives, priorities & new product launches etc.) across the site.

- Develop comprehensive performance metrics, objectives, and incentive structures that strategically drive team engagement, retention and cohesion, foster the cultivation of top-tier teams, and offer strategic support for enhancing sales efficacy.

- Enable the Sales Managers (HFS) to formulate operational strategies to drive execution of annual plans, quarterly plans, and monthly plans through effective goal setting, target alignment, communication of targets and effective review mechanisms.

- Oversee strategic planning and predictive forecasting procedures, entailing the formulation of quarterly and monthly blueprints to anticipate product demand, mitigate inventory shortfalls, and enhance the fulfillment rate.

- Lead the teams to ensure timely collection of company's money from the market and to minimize sales returns/ damaged goods/ short expiry goods by following up on accounts receivables, analyzing returns, developing a depletion plan, avoiding overstocking the points of sales, and complaint resolution in order to ensure brand image management and business health.

- Spearhead sales capability building by facilitating the assessment and identification of team's development areas as well as consolidated and individual development plans, and design of Performance Improvement Plans (PIP) for low performing sales team members.

- Ensure quality of in-market/ classroom training delivery for all executives in the team for defined CLIENT training programs.

- Lead business team reviews and oversee compilation of analytical dashboards encompassing sales reports and forecasts, enriched with actionable insights for informed decision-making and enable channel- specific, account-specific, store-specific, customer-specific, product category-specific, SKU-specific and region-specific planning.

- Provide inputs to supply chain planning team for achievement of business objectives and ensures accurate delivery of products in all sales channels.

- Manage continuous monitoring and evaluation of prevailing market trends, competitor activities, industry developments, legislative changes and evolving customer needs within the territory in order to plan and execute adjustments to maintain compliance and maximize business performance.

- Cultivate and nurture robust relationships with pivotal stakeholders, spanning clients, suppliers, community organizations, and regulatory bodies, wherever deemed necessary.

- Instill a culture of continuous development and high performance in the team; Champion organizational values through effective role-modelling of desired behaviors.

SUCCESS METRICS:

- Retailing Growth: Target v/s Achievement

- Sales Fundamentals achievement for all channels: Target v/s Achievement

- DGP Distribution

- Initiative Execution

- Delivering Focus Brand

- Productivity

- SRN

- Internal Controls (Call Compliance for the site): Target v/s Achievement

- DRCP (validated every year)

- Site Performance Scorecard: Target v/s Achievement

- 100% performance review discussions completed

- 100% accurate records and reports submitted on time

- A/R collection and management as per the defined guidelines

- Team Engagement & Attrition & Base VP Hit Rate

- Stewardship Score as per defined guidelines

EDUCATION AND EXPERIENCE REQUIREMENTS:

- Postgraduate, preferably MBA from Tier 1/2 college

- 5-8 years' experience in Sales or related field; Minimum 5+ years' experience of leading large sales teams across one/ multiple states.