Cluster Head

Pernod Ricard India; Mysuru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Pernod Ricard India seeks a dynamic Channel and Distributor Manager to drive cluster sales, optimize distributor performance, and strengthen relationships with retailers and syndicates. You will lead sales planning, market analysis, and cross-functional collaboration to deliver growth across Mysuru and the wider Karnataka region.

The role emphasizes regulatory compliance, cash flow discipline, and strategic trade marketing initiatives, with a focus on achieving targets and improving market share

Qualifications

• MBA with 8-12 years of experience from Tier 1 or Tier 2 college.
• Strong channel and distributor management experience.
• Proven retail engagement, brand-building and demand generation skills.

Responsibilities

• Achieve sales volume and revenue targets for the cluster using A&D, and optimize brand mix.
• Develop strategies to beat the market with A&D and credit policy to grow market share.
• Review trade schemes and monitor their effectiveness for performance improvements.
• Liaise with syndicates, retail and wholesale groups and be the first point of escalation.
• Plan and implement sales forecasting and stock management at cluster level.
• Coordinate with demand planning and supply chain to address constraints.

Skills

Channel management

Distributor management

Retail engagement

Sales planning

Market analysis

Leadership

Compliance awareness

Cross-functional collaboration

Education

MBA

Tools

MS Excel

CRM

ERP

Job description

• Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of Activations & Distributions (A&D).
• Develop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target.
• Review the trade schemes, and monitor effectiveness and modify basis performance
• Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations.
• Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level.
• Liaise with demand planning and supply chain to understand and address any supply constraints/ issues.

Channel and Distributor Management

• Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio.
• Ensuring ROI calculation and reporting for distributor.
• Ensure timely collection of receivables from distributor, and inventory management.
• Ensuring productivity of the manpower on distributor payroll.
• Monitor and track Secondary scheme processing.
• Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling.

Retail Engagement

• Ensure periodic coverage of key customer groups and syndicates.
• Create the CSM engagement initiative for the cluster.
• Create and own the retail engagement plan.
• Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis.
• Regularly conduct retail outlet audits to study market share movements and track market share.
• Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share.
• Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies.

Brand Building & Demand Generation

• Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share.
• Ensure healthy cash flow for the organization, and adherence to the credit policy as decided.
• Liaise with Finance team on formulation of credit policy for the respective market.

Regulatory & Compliance

• Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance.
• Support in brand registrations, excise liaising.
• Set the direction and an innovative consumer facing culture in the team by managing. individual and team performance expectations and goals.
• Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team.
• Mobilizing resources for availability for the team.
• Work with individuals in order to develop them for increased responsibility.

QUALIFICATION

Preferably MBA with 8-12years of experience from Tier 1 and 2 College.

INTERACTIONS

INTERNALLY:

• Sales Team of the Region
• Commercial Finance
• Commercial Marketing and Activation Teams
• Region Head
• Zonal Demand Planner
• Zonal Sales and Development Manager
• Supply Planning Team
• With Manufacturing for holograms and label registration