Maxonic Consulting Pvt Ltd
Location
Kochi | India
Job description
Exciting opportunity with Indias top three beverages company for the role of Head of Sales Kerala at Kochi / Cochin who will be responsible for leading the sales strategy & execution of all Beverages through Channel Sales/General Trade vertical for entire Kerala territory.
The role will be at an AVP level and involves handling a large team of 68 ASM (Distribution Sales) ASM (Modern Trade) ASM (Marketing) and other sales support staff for Kerala state. The incumbent reports into VP/Sr. VP Sales who further reports to Chief Operating Officer.
Strong sales experience in FMCG/Beverages/Food industry (not from liquor) handling distribution sales with a large team/large region who have handled large volumes of beverage industry since heading sales of one state is also about handling a large portfolio.
Matured Great People management skills are just as important as the Sales expertise required for this role
Job Role/ Title: Head of Sales
Team Size: 6080
No. of Direct Reportees: 810
Scope of work / Accountabilities
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 DBR s 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 areno pending claims/ settlements with internal and external partners
Distribution Management
Responsible for implementing the GoToMarket model within the Unit Utilize tools to drive Business resultsSAMNA 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
External Interfaces
Distributors Key Account Manager CFA Local Government Authorities Vendors
Internal Interfaces
COO MUGM Commercial Head Logistics & Distribution Head ASM s AM MD AM BD ASM s PAC Internal Regional Office
Education Qualification (Highest) Full time MBA from Recognised University/Business School
Desired Certifications: Certificate in Sales Management
Experience Range:
Minimum 1520 years of postqualification Sales and Distribution Management experience
Desirable experience: A minimum of 1215 years of recent sales experience in FMCG company of repute with a vast distribution network in leadership and people management roles.
Skills Description
Functional Skills
Team Management
Channel Management
Analytical Skills
Behavioral. Skills
Good Interpersonal Skill
Good Communication Skill
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.
Suitable candidates who fit the JD completely could call me onif needed
fmcg,channel management,distributors,food industry,large team,sales experience,execution,new initiatives,team management,people management,channel sales,portfolio,functional skills,sales expertise,sales volume growth,distribution sales,analytical skills,cost control,market knowledge,distribution management,large region,fmcg sales,sales strategy,beverages,sales support,behavioral skills,market execution,general trade
Job tags
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