Manager-Sales(Oils&Fats)

Job Title: Head of Sales and Distribution

Job Description:

Job Summary:

The Head of Sales and Distribution will be responsible for developing the sales and distribution strategy in alignment with the CEO. They will oversee monthly and annual sales in the modern trade/general trade channels, ensuring the organization achieves its sales volume, value, outlet coverage, and profitability targets.

Roles & Responsibilities:

- Develop the sales strategy for assigned territories/regions to enhance the sales portfolio and increase the bottom line.

- Create annual and monthly product, volume, and value-wise sales plans aligned with the sales strategy.

- Build strong relationships with key clients across GT and MT channels in the assigned markets.

- Develop mechanisms and strategies for meeting sales numbers for new product/SKU launches.

- Ensure achievement of sales targets, support in developing sales forecasts, and design mechanisms to achieve them.

- Adhere to budgets, track return on investments, and manage route and channel-wise profit and loss for the sales operations.

- Analyze MIS data on stocks, consumption patterns, costs, and track compliance with budgets.

- Ensure adherence to the credit policy and follow up with dealers/customers for timely collection of dues.

- Develop distribution plans to enhance distribution reach and quality.

- Establish mechanisms for customer input and feedback to understand customer requirements and resolve complaints.

- Lead discussions on business performance with key customers and explore revenue generation opportunities.

- Review General Trade and Modern Trade businesses weekly and visit key customers regularly.

- Ensure proper accounting for the sales and distribution activities, reporting daily numbers to the CEO.

- Plan promotional activities in coordination with Marketing Services to improve sales.

- Encourage and reward innovative product promotion, positioning, and branding techniques.

- Lead health and safety initiatives and promote a robust health and safety culture.

- Review the performance of Area Sales Managers, Key Account Managers, Sales Executives, and Merchandisers.

- Identify business development opportunities to increase market share and enhance profitability.

- Survey markets for emerging trends, competitor information, and new business opportunities.

- Support the marketing team in creating brand strategy and launching new brands/products.

- Participate in trade shows, industry sales forum events, and promotional activities.

People Management:

- Allocate work to subordinates, nominate for training, conduct performance reviews, and manage leave and overtime.

KPIs:

1. % adherence to sales targets.

2. % adherence to collection targets.

3. Days sales outstanding/receivables.

4. Bill productivity.

5. % reduction in operating costs.

6. Effective coverage.

7. Customer satisfaction score.

8. % adherence to On-Shelf Availability targets.

9. CVFOT.

Work Experience Requirement:

- Minimum of 10 years of Sales & Distribution experience, preferably in the FMCG industry.

- Knowledge of English and spoken language of the assigned market is a must.

- Experience of working in the assigned markets.

Qualification:

- Master’s in Business Administration with specialization in General Management from a reputed university is preferred.

Competencies:

- Category Management.

- Knowledge of Value Chain Management.

- Selling Effectively.

- Ownership & Result Orientation.

- Business Acumen.

- Negotiating Skills.

- Self and Team Management.

- Planning & Decision Making.

- Strategic Thinking.

- Change Management.