Cluster Head - Sales (Corporate/MSME)

Location

Chennai | India

Job description

The roles and responsibilities for the Cluster Head position are structured across P&L management, business development and cluster processes that will be under the purview of the role.

1. P&L Management:

• Regular evaluations of cluster sales for Receivables Finance/SCM/MSME/Dealer Finance product. Ensure AUM is achieved as per agreed targets for Cluster.
• Manage relationships with active vendors, channel partners and other stakeholders in the region. Ensure prudent follow-ups and active customer engagement in the region.
• Work with State Head, a team of Account Managers. and the credit and operations team to identify, evaluate and execute new business opportunities, new channel partners and expansion strategy.
• Develop and implement cluster strategy initiatives with the focus on increasing sales and traction with partners along with means to increase repeat sales and develop sticky relationships.
• Support training and development of on-ground staff (Account Managers) in identifying avenues for cross-selling of products and closing deals with channel partners.
• Support training and development of on-ground staff on Receivables Finance/SCM/MSME/Dealer Finance Product, training on Technology Platform (LOS/LMS). Ensure the technology platform is used by team effectively.
• Work with State management to develop and manage timelines to meet monthly disbursement targets.
• Devising a name-wise disbursement tracking for each team member and regular tracking against the targets to ensure overall Cluster targets are met within the stipulated time.
• Identify key issues affecting operational efficiency (e.g. tech downtime, human errors, etc.) and propose solutions to implement, keeping in mind minimum disruption to regular operations.
• Identify and highlight key gaps in resources to State management as and when required which can act as a hurdle to meeting targets.
• Decide and execute appropriate remedial actions to redress shortfalls or variances to agreed-upon weekly, monthly and quarterly targets.

2. MIS Reporting:

• Generating daily update reports, monthly and quarterly reports tracking against sales targets and P&L build-up for the management to track the progress of the Cluster both for self and the team.
• Ensuring that the data in all the reports of the assigned region is accurate and is shared with the concerned stakeholders on a timely basis.

3. Team and Stakeholder Management:

• Regular and effective communication with all team members to ensure that the strategy and corresponding goals are clear to all team members and any queries are resolved immediately.
• Regular communication with the employees for grievance resolution and escalating matters to the HR team and concerned stakeholders whenever required.
• Team management of a team of Account Managers and generate regular updates on performance and identify steps to ensure maximum productivity.

Requirements

The ideal candidate should meet the below criteria:

• Strong background in distribution management (CFA, Super Stockist, Stockist, Distributor, Wholesaler, Retailer).
• Minimum 10~15 years experience in FMCG/FMCD/Agri Inputs (Seeds, Fertilizers, Farm Implements, etc..)/Banking experience with lending to FMCG/FMCD sector.
• Currently managing a team of 10 reportees.
• Good contacts and connections with product distribution Channels in local territory.
• Understanding of Working Capital, Supply chain Management, Receivables Management, Financial terms will be an added advantage, Financial Ratios, Banking.
• Education – any graduate / post graduate with good communication skills (verbal and written). With local language proficiency.
• Excellent listening, negotiation and presentation abilities.
• Background of managing a portfolio of retail sales.
• Working knowledge of Microsoft Office, Google Suite.

Job tags

Salary