Orion India - Assistant General Manager - Sales Excellence (7-8 yrs)

About us:

Orion - a global conglomerate, headquartered in Seoul, South Korea, started its operation in 1956. We have been leading the world confectionary industry for 67 years by offering our customers quality products.

Since its inception, Orion has grown from strength to strength. Available in 8 different food categories, we have our presence in 60 countries across the globe. Orion has grown into a full-service food company beyond just the confectionery industry, and has expanded its business area to India and started its operation in India in the year 2020.

Responsibilities and Duties:

- Develop the Annual Operating Plan (AOP) by collaborating with all sales channels (TT, Ecom, MT, Export, INS).

- Define sales strategies by region, SKU, and job roles, ensuring alignment with overall business objectives.

- Prepare a 3-month rolling sales plan, compare with AOP and recent sales trends, and finalize sales figures and budget allocation.

- Formulate sales strategies for each channel, region, and SKU, including cost operation plans.

- Create and execute detailed sales activity plans for all sales personnel (PSR, ISR, MD, SO, SSO, ASM) and track monthly progress.

- Present sales strategy and execution plans to management by the 3rd of every month.

- Conduct monthly performance analysis across all sales channels.

- Identify strengths, improvement areas, and actionable insights to enhance sales performance.

- Share performance insights with relevant teams and report to the sales team head and management.

- Manage and control the sales budget, ensuring adherence to AOP guidelines.

- Coordinate with sales teams for budget execution and obtain necessary approvals from the sales excellence department.

- Collaborate with the finance team to finalize and confirm budget allocations.

- Develop KPIs for the sales team, including specific metrics for each channel and role.

- Regularly assess sales team performance against established KPIs and report findings to management.

- Set KPIs for the variable salary component of sales representatives and complete annual evaluations by December.

- Analyze sales data using Bizom and other analytics tools.

- Continuously update and refine sales execution plans based on insights derived from sales data.

- Oversee the creation, distribution, and management of POSM (Point of Sale Materials) and uniforms.

- Ensure proper execution and evaluation of marketing and sales materials.

- Organize weekly and monthly sales meetings.

- Prepare agendas, compile meeting materials, and ensure effective communication of key points to the sales team head and management.

Desired skills/experience:

- Must have Master's Degree in Sales, Marketing, or a related field.

- 7-8 years of experience in sales planning, sales strategy, and sales operations, preferably in the FMCG sector.

- Proven experience in managing multi-channel sales operations (TT, Ecom, MT, Export, INS).

- Experience in sales performance analysis, budgeting, and KPI management.

- Strong presentation skills, with the ability to prepare and present sales strategies, execution plans, and performance reports to management.

- Ability to make data-driven decisions and adapt strategies based on market insights and performance evaluations.

- Proficiency in CRM systems, sales forecasting tools, MS Office Suite, and sales analytics platforms.

- Familiarity with POSM management, sales tracking software, and KPI management tool.