State/ Area Sales Operations Professional - Traditional Trade

J.L. Morison India Ltd; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

J.L. Morison India Ltd in Mumbai invites an experienced FMCG sales professional to lead state-wide sales operations with a focus on market share, channels and customers.

You will drive channel development, distributor management, and robust trade marketing strategies while ensuring brand coverage and achievement of targets. The role demands data-driven decisions, financial acumen, and effective people development across multiple territories.

Qualifications

• 5–10 years of traditional trade sales experience.
• Independently handled area sales operations for at least 3–4 years in FMCG.
• Proven channel development and sales growth track record.
• Experience across multiple territories with insight into area sales trends and distribution.
• Strong understanding of trade marketing strategies.
• Strong financial and business acumen.
• Data-driven decision making.
• Experience with sales process automation tools is a plus.

Responsibilities

• Execute annual sales plans for the state with focus on market share, customers, channels.
• Ensure brand coverage and presence; drive market share growth.
• Develop channels; appoint and grow distributors.
• Set monthly/territory targets and monitor via data reviews.
• Drive secondary sales targets in line with primary sales.
• Lead sales team development, motivation and performance reviews.
• Implement trade schemes and promotions as planned.
• Drive automation (SFA) usage and CRM/BI for insights.
• Liaise with Commercial and SCM teams.
• Oversee policy implementations including credit and returns.

Skills

Sales Management

Channel Development

People Development

Trade Marketing Strategies

Data-Driven Decision Making

Financial & Business Acumen

Market Analysis

Process Automation Tools

Tools

Bizom (SFA)

Job description

Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

Market Share

Customers

Channels

Product Categories

People Development

Business Key Result Areas:

Consistent (Primary & Secondary) target achievement for the said brands, categories

Ensuring Brand Coverage/ Presence

Increasing the Market Share

Channel Development

People Development

Operations:

Sales Management

Accurate Annual Sales Forecast, Budgeting & Achievement as per plan

Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)

Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team

Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc

Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head

Achieving the Product Mix Targets

Sales Team Building, Development, Motivation & Management

Sales Reviews & Performance/ Productivity Management

Process Compliance

Driving Automation (SFA) Bizom usage in the team

Customer Relationship Management

Returns Management

Business Intelligence & Analytics (External & Internal)

External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc

Policies & SOPs Implementation:

Sales Process Implementation

Distribution Policies & Channel/ Partner SLAs

Customer Credit Policies

Returns Management

All other policies implemented from time to time

Liaison:

Commercial Team/ SCM Team etc

Profile:

• Overall traditional trade sales experience of around 5 to 10 years
• Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs
• Should have a proven channel development & sales growth track record in his/her previous organizations
• Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area sales trends, culture, distribution etc
• Strong understanding of Trade Marketing Strategies
• Strong Financial & Business Acumen
• Data Oriented Decision Making
• Experience with handling sales related process automation tools would be an added advantage