National Sales Manager

Pioneer Management Consultant Pvt Ltd; Mumbai; On-site; INR 3,500,000 - 7,500,000; Full time

Job summary

ISBN is seeking a senior General Trade Sales leader to grow and manage the consumer goods business in distribution, sales, KAM and category management. You will lead sales managers and distributors to build an efficient organization and drive short- and long-term sales objectives aligned with the company mission.

You will define strategies, lead cross-functional collaboration with Marketing and Operations, and deliver strong business results while mentoring the sales team and maintaining high

Qualifications

• Graduate with MBA preferred; minimum 10+ years in General Trade Sales management, including 7+ years in zonal or national roles in branded consumer products in India.
• Experience in Sales- and Distribution Plans, Trade-Marketing Tools & Marketing plans (preferred).
• Good knowledge of General Trade and Modern Trade in India; B2B experience not relevant.

Responsibilities

• Achieve monthly/annual sales targets (national and zonal) including distribution, profitability, merchandising, trade budget, accounts receivable, and new product targets.
• Develop and implement strategies for existing, new or under-developed trade channels/markets, exploiting ISBN markets.
• Implement regular analysis and reporting of performance versus targets (zonal, customer sales & profitability, distributors sales, product sales, coverage, distribution, merchandising, productivity).
• Manage price levels and trade margins; drive price list implementation in the country.
• Set OGSM for the Sales organization and define working customer plans with Marketing.
• Provide logistics with 3-month rolling sales forecasts; plan and implement new product launches; train and develop sales staff; initiate digital and category management training.

Education

MBA preferred

Job description

About Client: Reputed Consumer Goods Industry

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No of Reportees: 6-8

Criteria: Graduate (MBA preferred) with a minimum of 10+ years of experience in General Trade Sales management, including at least 7 years in zonal or national roles, in sales and trade marketing of branded consumer products in India (preferably FMCG non-food; B2B experience not relevant).

Professional Experience

• Experienced in guiding, leading and motivating a large team, knowledge of personnel assessment tools, career path planning.
• Good knowledge and experience in creating and implementing Sales- and Distribution Plans, Trade-Marketing Tools & Marketing plans (preferred).
• Good knowledge of trade structure and sales-force management in India.
• Good knowledge & experience of General Trade. Modern Trade (preferred).
• Knowledge of Sri Lanka, Bangladesh, Nepal markets would be an added advantage.
• Should be well versed with digital and omnichannel over and above MS office tools.

Specific Skills & Knowledge

• Organised, result oriented, inspiring, team spirited, enthusiastic and self motivated
• Good analytical and problem solving skills
• Good presentation skills, able to communicate ideas clearly and convincingly
• Active team player with the willingness to take over responsibility, be a hard worker and the spirit to achieve targets on time
• Travelling 2 weeks per month
• Leads by example
• Open minded and flexible to take new challenges
• Overview knowledge on processes and principles of a P&L statement and financial key figures
• Overview knowledge on processes and principles in Supply Chain Management and Production / Product development.

Interactions(Internal & External)

• Marketing, India| Controlling, India| Product Supply, India| Company’s Management Board
• Regional Leadership teams| External suppliers| Global Sales Team

Desired Behaviour

• Leadership: Acts consistently and with integrity and sets high performance standards for self and others, while assuming responsibility and accountability.
• Makes critical and timely decisions.
• Value for customer: Demonstrates understanding of the overall business & seeks ways to improve external and internal customer satisfaction
• Drive & Execution: Identifies what needs to be done and takes action before being asked in order to keep projects on track.
• Demonstrates a sincere, positive attitude to getting things done
• Takes full accountability for actions and results
• Considers the company's priorities when making decisions and analyzes the costs and benefits of various alternative solutions
• Communication: Ensures that communication is effective, timely and understood
• Is open and approachable and delivers criticism constructively, demonstrating sensitivity to the feelings of others.
• Innovation: Is open-minded and receptive to challenging the status quo or applies best practices
• Displays a high level of curiosity and engagement and works to develop new business approaches and opportunities.
• Look beyond to offer suggestions for improvement in overall organizational operations.
• Management of Change: Drives change to significantly improve business to a higher level of quality, effectiveness, and performance
• People and Organization Development
• Influence: Has a clear view of the big picture.
• Integrity & Winning Spirit.

Job Purpose

Will grow, aggressively and profitably, the ISBN consumer General Trade business in the relevant aspects of Distribution, Sales, Key Account Management and Category management. Lead a sales organization with Sales Managers and Distributors. Ensure an efficient and effective Sales organization. Will acts as a role model for the sales organization in promoting and living the guiding principles of the Company’s Mission Statement in the daily business. Will defines short-term and long-term sales objectives and ensures the accomplishment of these objectives and the delivery of business results. Will provides adequate resources to the sales organisation including quality and quantity of members, sufficient funds, necessary information & consultancy.

Key Responsibilities

• Achieve the monthly/annual sales targets (national and zonal- Distribution, Sales, Profitability, Merchandising, Trade budget, Accounts Receivables, New Product targets). Define and implement corrective measures.
• Develop and implement strategies for existing, new or under-developed trade channels/ markets, exploiting the full potential of ISBN markets.
• Implement regular and standardized analysis & reporting of actual business-performance (zonal, customer sales & profitability, Distributors sales, product-sales, coverage, distribution, merchandising, productivity etc..) versus agreed targets.
• Management of price levels and trade margins. Drive and lead price list implementation in the country.
• Set clear OGSM to the Sales organization overall and consequently define working customer plans, in close collaboration with Marketing.

Additional Responsibilities

• Provide logistics function, every month, with 3 month rolling sales-forecasts by product
• Develop and implement strategies for new product launch
• Provide training and personal development to all members of the sales organisation fully exploiting their potentials, with a clear road map for the key members. Initiate digital & category mgt product- and sales training for the sales organization.
• To plan and implement sales promotions in consultation with marketing.
• Monitoring of local market and competitive activities & reporting.