National Sales Head

Role & responsibilities

Modern Retail / LFRs Sales Plan Achievement

• Achieve AOP of the MR vertical by Sell-in.
• Main focus will be to drive the profitability of the MR channel.
• Display Share & Counter Share No.1 Objective to be met of each account.
• Maintain Fill Ratio at 90% + with WOS maintained at 3 weeks.
• Implement 100% Store Checklist & Plano.
• Increase Premium contribution Growth.
• Assist the BU in recommending new category launches to increase the revenues.
• Maintain high quality of sales operations as per the Store Checklist
• The incumbent will work and be responsible for the management of sales, and relationships with Large Format Stores like Reliance, Croma, Vijaya Sales, etc..
• The role will act as an interface between the customer service and the sales team in the company and will be responsible to create long term relationships with the portfolio of Organized Retail.
• Establishes productive, professional relationships with key personnel in LFR accounts.
• Support the teams down the line, wherever required, in periodic interactions with the LFR customers for enhanced relationships
• Identify new sales opportunities within existing accounts and facilitate strong Sell-in initiatives at the Stores
• Establish budgets with the LFR client and company & work towards meeting the time deadlines for accounts Establish price points to maximise penetration and achieve the same by monitoring costs, competition, and supply and demand.
• Support the teams down the line in generating high volume leads and ensure relationships are nurtured for long term business relationship.
• Analyse the market potential and work towards generating the opportunities for Modern Retail selling.

Internal Relationship Management

• Conduct JBP meetings with all Accounts.
• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives.

Plan & Review

• AP1 planning with Rolling Forecast of 12 weeks advance with accounts.
• Ensure proper planning for Margins / profitability through Modern Retail / LFR vertical and drive the teams for the delivery of the same.
• Timely review the sales productivity, target delivery, margin delivery and term performance with the Leadership as well as KAMs.
• Analyse information pertaining to competitive products, competitive prices, and related terms and conditions of sale and offer feedback on the market and competitors and document such information for strategic planning.
• Provide the feedback on the market and competitive moves to the regional and sales functions down the line to protect the Counter Share and ensure better coordination & deployment of plans / initiatives.

Team Management

• Maintain and improve a successful and positive culture that is evidenced by low attrition, high employee morale and exceptional individual and team performance.
• Coach and develop robust teams and work towards establishing a high performing sales culture
• Provide leadership so that store managers are well motivated and engaged to stay and contribute effectively to the organisation.
• Must have sound administrative skills to monitor team performance.
• Identify development areas and recommend skill up-gradation of sales teams through exposure to various training and learning programs / interventions.

Marketing Planning

• Implement the Retail strategy for stores through growth in revenues & engaging with Modern Retail buyers
• Develop promotional programs for the stores to drive the sales
• Other Controls
• Budgetary Controls : Deploy mechanisms to optimize various budgets like travel budget, scheme, client relationship, marketing budget etc.
• Compliance & Collections : Review receivables on a periodic basis and ensure timely collection of payments as per Organization policies
• Inventory : Ensure timely sale of stocks available / earmarked for Corporate & Institutional sales vertical

Preferred candidate profile

Educational Qualifications : MBA / PGDBM

Experience : 14 to 16 years in consumer durables, mobile handset, Peripherals at Modern Retail & LFR segment. Last 4 to 5 years as Head of Modern Trade business with a reputed brand (either nationally or two large regions) handling Key Accounts (Big Retail Outlets) having no. of franchisees

Personal Characteristics & Behaviours

• Individual credibility & networking skills
• Excellent presentation & leadership
• Strong on relationship management and ability to build / nurture partnerships
• Strategic account planning and execution skills
• Financial and business acumen
• Commitment to long-term customer success
• Strong operational rigor and time management skills
• Excellent written, verbal, and presentation skills
• Ability to maintain high productivity levels while managing multiple competing priorities
• Consultative sales skills and ability to construct and articulate strong business case and ROI.