Sales Manager

PURPOSE OF THE JOB:

Job Context: Grow sustainable volume and share by aligning and motivating team to achieve AOP object while building capability for future growth with a passion for front line execution.

DETAILS OF THE JOB:

Job Role/ Title: Sales Manager (DGM, Preferred from AlcoBev Industry)

Designation - Deputy General Manager

Function: Sales & Marketing

Reporting Manager: Head Of Sales

Managers Manager: MUGM

Locations - Delhi, Chennai, Bangalore & Hyderabad

KEY ACCOUNTABILITIES:

Accountabilities Scope of work

· Sales Volume Growth

Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan.

Add new outlets which should contribute to achieving annual volume/value targets

Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability

· Market Execution

Develop strong relationships with Key Accounts, resolving channel partners issues, Visit & interact with DBRs on frequent basis to maintain relationship

Liaison with MEM team on VISI Services & secure preferential recommendations on service grounds

Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols

· Market Knowledge

Map the current Market Situation, Benchmark with Competition to identify gaps in Product- SKUs Availability

· Cost Control

Ensure credit control within Unit, Liaison with Commercial Responsible for monitoring & optimizing cost of direct operations, Maintain profitability of the Unit.

Adherence to all processes and process by ensuring that there are no pending claims/ settlements with internal and external partners

· Distribution Management

Responsible for implementing the Go-To-Market model within the Unit, Utilize tools to drive Business results-SAMNA, WW, etc.

· People Management

Coach, Guide & develop team members, Set Goals, Appraise performance & provide timely feedback, Identify Capability gaps & share input with stakeholders on development.

Assess Unit level staffing & skills requirement & develop plan to address in short & long terms needs

· New Initiatives

Special projects and new initiatives in order to ensure continuous business growth

KEY INTERFACES

External & Internal Interfaces Distributors, Key Account Manager, CFA, Local Government Authorities, Vendors, Head of Sales, Commercial Head, Logistics & Distribution Head, ASMs, ASMs PAC, Internal Regional Office

EDUCATION & EXPERIENCE

Indicate the education level, previous experience, specific knowledge, skills and abilities required to meet minimum requirements for this Job.

Education Qualification (Highest) with Target Institute(s)

Full time MBA from Recognised University/Business School

Desired Certifications:

Certificate in Sales Management

Experience Range:

Minimum 8-10 years of post-qualification Sales and Distribution Management experience

Desirable experience: A minimum of 5-7 years of recent sales experience in Alcoholic Beverage

Industry / HORECA Beverage company of repute, with a vast distribution network in leadership and people management roles.

SKILLS REQUIRED:

Skills Description Proficiency Level

(General Awareness; Working Knowledge; Functional Expert, Mastery)

Functional Skills

· Team Management

· Channel Management

· Analytical Skills

Functional Expert

Behavioral Skills

· Good Interpersonal Skill

· Good Communication Skill

Expert

· General Awareness: Knows the fundamental or general understanding of concepts.

· Working Knowledge: Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.

· Functional Expert: Candidate is certified functional expert with strong knowledge on concepts.

· Mastery: Candidate is subject matter expert and has command over the subject/ concepts.

Note: We have a strict 4 wheeler policy for all M03 Grade and above roles in Sales/Marketing team