MTR Foods - Head - Sales (10-15 yrs)

Responsibility and Mandate :

1. Develop Sales promotion plans for delivering sales volumes.

2. Effective execution of Trade schemes as per trade marketing strategy.

3. Develop and administer credit policies and ensure timely collections.

4. Analyse sales outlet performance at regular intervals to initiate corrective action.

5. Ensure periodic meetings at customer outlets to calibrate customer expectations, and understand competitor plans in order to proactively counter competitive action.

6. Build positive and impacting relationships with all channel partners within the framework of company policies.

7. Ensure morale and motivation levels of the front-line sales force. Focus on developing and upgrading of the sales force.

8. Implement and administer policies, plans, systems, and targets in respect of local key accounts.

9. Execute Trade Promotion schemes as defined by the marketing function.

10. Plan and implement local sales promotion in consultation with marketing.

11. Conduct and lead effectively JC meets with ASMs to ensure complete alignment to short-term and medium-term goals and plans in line with overall business strategy and plans.

12. Oversee administration of CFA operations.

13. Ensure compliance as per local laws.

Main Tasks and/or Projects :

1. Effective Sales strategy execution.

2. Effective BTL activations.

3. Managing channel partners.

4. Manage new product launches and help build brands.

5. Capability development and retention of frontline staff.

Main challenges in this position (or company/division/BU):

1. Execute annual plans for the MTR Product range including value, volume, and margin targets.

2. Develop and execute annual plans, budgets, and KPIs for Area Sales in respect of volume, value, and product / SKU market mix.

3. Develop month/quarter-wise sales forecasts.

4. Develop channel and market strategies for area distribution encompassing outlet coverage, availability, and visibility.

5. Ensure implementation of all BTL activations.

6. Coach and develop ASMs and Frontline Salesforce.

7. Ensure a high degree of forecasting accuracy.

Education : MBA/Post Graduate in any discipline.

Experience :

1. 12+ years of field Sales and distribution in FMCG, preferably Foods.

2. Experience in new launches and building new brands

3. Experience in enhancing distribution networks.

4. Experience in managing a team of Area Sales Managers and frontline staff M

Competence/Skills :

1. In-depth knowledge of FMCG/Foods Industry.

2. Complete knowledge of the Regional markets under purview.

3. Channel Partner Management skills.

4. Good analytical skills.

5. Man Management Skills.

6. Process orientation.

7. SAP knowledge.

8. Exposure to Trade Marketing fundamentals. M