Job Description

Role Purpose

Create the right zonal sales strategy to drive the key business levels. Identify opportunities for new business as well as growing existing business in line with the company strategy.

To ensure profitable growth in sales, revenue through planning, execution and management of the supportive team within the assigned Zone. Responsible to contributes to the company's success in the long run

Job Tasks, Duties & Accountabilities (TDA)

1. Weekly/Monthly review of sales/ collection achievement vs target with team and intimation of corrective action and monitoring the same.

2. Competitors' activity analysis, feedback to marketing, and planning to counter competition.

3. Coordinate with the brand and marketing team to enable effective brand communication and drive sales promotion strategies.

4. Analyse sales figures on a weekly basis to ensure: any emerging market trends are identified early, progress against annual sales targets is closely monitored with corrective action planned and implemented if necessary, and sales opportunities are maximized

5. Assist in the development of the annual Sales plan, specifically on: realistic forecasts for each product line and territory (based on historical data, market trends, competitive activity, promotional strategy, and sales effort), realistic costs of operating the sales force; and sales promotion program plans.

6. Conduct regular market visits to ensure product offtake and competitor activity and continuously search for new opportunities in order to increase sales in the region.

7. Develop and maintain an efficient distribution network to ensure the comprehensive availability of the company's products and services across the Zone to achieve sales targets.

8. Build and maintain Distributor relationships to grow sales, keeping in mind the overall goal of the team. Progress will be measured on an annual basis.

9. Introduction of new articles through the collection of market intelligence and systematic analysis of data and information from the field.

10. Implement the agreed credit policy both in terms of the period of credit (no.of days) and the value of debtors.

11. Monthly forecasting of sales for the Region in coordination with ASMs at State heads to enable the central planning department to ensure on-time deliveries to dealers and distribution points.

12. Provide insights to HO for design and sales forecasting through the best and qualitative Initiatives

13. Give inputs on the formulation of schemes for the concerned region on the basis of analysis of consumer behavior in the region.

14. Responsible for Motivating and Man Management of the Salesforce.

15. Identification of Key learning opportunities and designing sales training needs in collaboration with the Head of HR.

16. Identification of high potentials for the respective zone in collaboration with the Head of HR.

17. Participation in Management reviews

Key Result Areas

1. Profitability by establishing right product mix - Sales Target achievement, Collection target achievement

2. Stock ageing - Pending to lift

3. People Management

4. Building effective sales process

5. Customer retention and development

Job Specification

Essential Factors •(Knowledge & Experience) •

Education: MBA in Sales and Marketing/ Equivalent in graduation from an institution of repute. Experience: 12-15 Years and above of experience in channel sales and secondary sales preferably in the FMCG and Footwear Industry.

Competencies (Skills, Knowledge & Behaviour) :

1. Customer Service

2. Leadership & Team Player

3. Multitasking and attention to detail.

4. Emotional Intelligence

5. Solution mindset

6. Relationship management & Business Communication skills.

7. Data Analytical skill

8. Collaborative Skills

9. Presentation Skill

10. Negotiation Skill

11. Adaptability

12. Flexibility

13. Taking Initiative

14. Commitment

15. MS Office.

16. Market & Industry insight

17. Sense of ownership and accountability

18. Willingness to go the extra mile.

Supervision & Monitoring

This role is directly controlling the Sales team for the assigned states / Zone. It includes Regional Sales Manager, Area Sales Manager, Territory Sales Manager, Territory Sales Sales Executive.

Interfaces (Internal & External)

For the success of this role, the incumbent interfaces with the following :

Internal Stakeholders

1. Sales & Marketing Team

2. Logistics Lead/ Support

3. Functional Heads & Leads

4. Travel Claims administration team

5. HR Department

6. Supply Chain Management

7. Finance Team

External Stakeholders

1. Dealer

2. Sub Dealer

3. Retailer

4. Transporters

Working Environment

Job Types: Full-time, Permanent

Pay: ?80,000.00 - ?110,000.00 per month

Benefits:

• Cell phone reimbursement
• Health insurance
• Provident Fund

Schedule:

• Day shift

Supplemental pay types:

• Performance bonus
• Yearly bonus

Ability to commute/relocate:

• Nallalam, Calicut, Kerala: Reliably commute or planning to relocate before starting work (Preferred)

Application Question(s):

• How many years of work experience do you have with Distribution Channel Management?
• Have you completed the following level of education: Master of Business Administration?
• How long have you been associated with your current employer?
• Have you handled sales across multiple states?

Education:

• Master's (Preferred)

Experience:

• FMCG Sales: 10 years (Preferred)
• Footwear: 5 years (Preferred)
• Distributor handling: 10 years (Preferred)

Language:

• Malayalam (Preferred)

Work Location: In person

Expected Start Date: 12/08/2024