Head - Sales Effectiveness - Retail (15-20 yrs)

Job Responsibilities:

- The Head of Sales Effectiveness is responsible for driving and optimizing sales performance across the organization including directly manage the Modern and Regional Retail teams. This role is pivotal in enhancing the effectiveness of the sales force, implementing best practices, and ensuring that sales strategies are executed efficiently. The successful candidate will lead and mentor Retail Teams, drive digital adoption of key systems, manage Sales Academies, oversee Sales Operations, and contribute to SNOP (Sales and Operations Planning).

Key Responsibilities:

1. Leadership and Management:

- Lead and manage the Retail Teams responsible for Modern and Regional Retail channels.

- Provide strategic direction to the teams, ensuring alignment with company goals and objectives.

- Mentor and develop team members, fostering a culture of continuous improvement and high performance.

2. Sales Effectiveness:

- Develop and implement sales strategies that drive effectiveness across all channels.

- Analyze sales data to identify trends, opportunities, and areas for improvement.

- Establish and monitor key performance indicators (KPIs) to ensure sales targets are met or exceeded.

- Collaborate with marketing, product, and finance teams to align sales strategies with broader business goals.

- Implement sales training programs to enhance the skills and capabilities of the sales teams.

3. Retail Strategy Execution:

- Ensure the successful execution of sales strategies within both Modern and Regional Retail sectors.

- Work closely with retail teams to optimize in-store execution, promotional activities, and customer engagement.

- Drive innovation in retail operations to stay ahead of market trends and competition.

4. Scheme and Incentive Plan Creation:

- Design and implement effective sales schemes and incentive plans that motivate and reward high performance.

- Ensure that incentive plans are aligned with company objectives and drive the desired sales behaviors.

- Regularly review and adjust schemes and incentives to maintain competitiveness and effectiveness.

- Collaborate with HR and finance teams to ensure incentive plans are financially viable and compliant with company policies.

5. Digital Adoption of SFA and DMS:

- Drive the adoption of Sales Force Automation (SFA) and Distributor Management System (DMS) tools across retail teams.

- Work with IT and sales teams to ensure these digital tools are effectively integrated into daily operations.

- Monitor and analyze the use of SFA and DMS systems, providing support and training where necessary to maximize efficiency.

- Stay updated on the latest digital tools and technologies that can enhance sales processes.

6. Sales Academies:

- Oversee the development and management of Sales Academies to ensure continuous learning and development of the sales teams.

- Design curriculum and training programs that are aligned with business goals and sales strategies.

- Ensure the Sales Academies are equipped to deliver high-quality training that enhances the skills and knowledge of the sales force.

- Evaluate the effectiveness of the training programs and make adjustments as necessary to improve outcomes.

7. Sales Operations:

- Manage the day-to-day operations of the sales teams, ensuring smooth execution of sales processes.

- Develop and implement operational strategies that enhance efficiency and effectiveness in sales activities.

- Coordinate with other departments to ensure seamless operations and address any issues that may impact sales performance.

8. SNOP (Sales and Operations Planning):

- Contribute to the Sales and Operations Planning process, ensuring alignment between sales forecasts and operational capacity.

- Work closely with supply chain, finance, and production teams to develop realistic and achievable sales plans.

- Monitor and adjust plans as necessary to respond to changes in market demand, inventory levels, and other factors.

9. Stakeholder Management:

- Build strong relationships with key stakeholders across the organization, including senior management, marketing, and product development teams.

- Act as the primary point of contact for all matters related to sales effectiveness, retail performance, digital adoption, and incentive schemes.

10. Performance Analysis and Reporting:

- Regularly review and analyze sales performance data, providing actionable insights to the senior leadership team.

- Prepare and present reports on sales effectiveness, highlighting successes, challenges, and areas for improvement.

Qualifications:

- Bachelor's degree in Business, Marketing, or a related field; MBA or equivalent is preferred.

- Proven experience in a senior sales leadership role, with a focus on retail (Modern and Regional).

- Strong understanding of sales effectiveness methodologies and best practices.

- Demonstrated experience in creating and managing sales incentive plans.

- Experience with Sales Force Automation (SFA) and Distributor Management System (DMS) tools.

- Solid understanding of Sales Operations and SNOP processes.

- Excellent analytical and problem-solving skills, with the ability to make data-driven decisions.

- Exceptional communication and interpersonal skills, with the ability to influence and collaborate across all levels of the organization.

- Ability to lead, inspire, and develop high-performing teams.

Key Competencies:

- Strategic Thinking

- Leadership and People Management

- Sales Strategy and Execution

- Incentive Plan Design and Management

- Digital Adoption and Technology Integration

- Sales Training and Development

- Sales Operations Management

- SNOP Process Understanding

- Data Analysis and Interpretation

- Stakeholder Management

- Innovation and Continuous Improvement