Head - Sales - FMCG (15-20 yrs)

Job Summary:

- The Sales Head is responsible for both Sales and Marketing.

- Will be responsible for developing and executing strategic sales plans to achieve company revenue targets.

- The role involves overseeing the sales team, managing key accounts, building and maintaining relationships with retailers and distributors, and driving overall growth.

- The Sales Head will also work closely with the marketing and product development teams to align sales strategies with market demands.

The Head of Sales functions must be:

- Will monitor the daily targets, weekly targets and monthly targets to ensure the business of 2000 cr.

- He is accountable for his team member for each single day and to monitor and track.

- Those who are failing to achieve the target, his accountability is to make him win.

- Should appoint at least 200+ distributors in next 3 months.

- Should onboard PAN India CSD Canteens, 5-star chain of Hotels, Airlines etc.

- Should onboard clients next 4 months in HoReCa (50+ Dhabas,1000 Canteens,20+ corporates).

- Should maintain Month-Wise plan and Commitment Track.

- 1 lakh outlets will be onboarded in next 4 months.

- Recruit dynamic team and construct a dynamic hierarchy of his Sales Dept.

- Training should be imparted to the team members both functional and technical.

- He will plan high level strategy and to share ROI of the team members' including Sales Head.

- Must do the survey on freshness of the products in each outlet through Technology.

- Should devise Pricing Strategy which will enhance Ruchi's profit margin along with Retailer, Consumer profitability.

- Should create partnership and strong bonding between team members.

- Own all plans and strategies for developing business and achieving the company's sales goals.

- Assists in the development of the sales plan.

- Prepares forecasts and KPI reporting for the sales leaders and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning.

- Land and expand: build process and funnel for manual top-down reach out, onboarding, activation, and expansion.

- Evaluate the product and personally help close largest deals.

- Work collaboratively across teams including Engineering, Product and Marketing.

- Establish the inbound lead requirements needed to meet your sales objectives.

- Provide full visibility into the sales pipeline at every stage of development.

- Establish and foster partnerships and relationships with key customers both externally and internally.

- Work closely with other departments (marketing, QC, logistics, production, purchase, finance & legal) to ensure alignment and seamless execution of sales strategies.

- Contribute to product development initiatives by providing insights on consumer needs and preferences.

- Collaborate with members of the Marketing team to penetrate key markets.

- Define the approach for the overall sale of new business and account retention.

- Develop a comprehensive sales and distribution strategy to maximise sales opportunities.

- Develop sales and distribution policies that reflect the organisation's goals.

- Direct the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth.

- Establish customer relationship management (CRM) systems and guidelines to manage customer relationships.

- Establish internal guidelines for personal data protection based on applicable legislations, to manage customer data.

- Foster relationships with new partners to achieve desired revenue.

- Influence senior stakeholders within customers' organisations and premier buyers in the industry.

- Investigate factors impacting sales performance.

- Leverage innovations to maximise revenue of traditional and digital assets and products.

- Monitor changes in the industry and leverage them for business opportunities.

- Outline objectives in key target areas such as sales volume, market share, distribution channels and profit margins to guide promotions and sponsorships.

- Participate in forums to keep abreast of new changes in the industry and practices.

- Promote positive relationships with major customers to understand their needs.

- Provide advice when preparing bid documents and integrated proposals for key accounts.

- Provide input on sales incentive structure and key performance indicators to help monitor targets.

- Provide input to the Content Development team based on customer and industry feedback.

- Recommend changes in pricing structures in product lines or products.

- Review sales performance by analysing performance reports.

- Oversee sales budgets, expenses, and forecasts, ensuring cost-effectiveness and efficient resource allocation.

- Analyse sales data and prepare reports for top management.

- Ensure the availability of products across channels to meet customer demands.

- Develop and implement strategic sales plans to achieve organizational goals and revenue targets.

- Manage relationships with key accounts, ensuring customer satisfaction and fostering long-term partnerships.

- Negotiate contracts, pricing, and terms with major clients.

- Monitor competitor activities and adjust sales strategies accordingly.

- Lead, manage, and motivate a high-performing sales team across various territories.

- Set clear performance expectations and KPIs, monitor team progress, and conduct regular reviews.

- Provide training, coaching, and mentorship to the sales team to enhance their skills and capabilities.

- Collaborate with marketing to create and implement promotional activities to drive sales.

- Champion in retail distribution.

Qualifications:

- Bachelor's degree in Business, Marketing, or a related field (MBA preferred).

- Minimum of 15-20 years of experience in FMCG sales, with at least 10 years in a leadership role.

- Proven track record of achieving sales targets and growing market share.

- Strong knowledge of FMCG market dynamics, distribution channels, and key account management.

- Excellent leadership, communication, and negotiation skills.

- Ability to analyze sales data and market trends to make data-driven decisions.

- Willingness to travel as required.

Skills:

- Handling 2000cr turn over business Annually.

- Capable to handle Odisha's distributors.

- Strategic planning and execution.

- Team management and leadership.

- Sales forecasting and budgeting.

- Negotiation and relationship management.

- Analytical thinking and problem-solving.

- Market research and consumer behaviour analysis.