Role summary - Head Sales (Residential) (reports to Director Sales)

- To strike a balance between business & people growth the group is seeking to identify a seasoned business leader to lead and innovate the Sales segment.

- The right candidate will have a proven track record of leading large teams with senior management, creating the sales strategy, understanding trade or channel behaviour, delivering profit margins by cost controls and delivering pricing strategy, understanding consumer behavior and influencing customer experience.

Role Description :

- Overall responsibility for sales activities across regions. Is the topmost role for all the segment Sales and is directly accountable for the strategizing & delivery of the sales objectives both long term and short term.

- Regular business reviews of the sales team to set clear directions and feedback for any course corrections required.

- Strongly contribute to business campaign with clear understanding of markets, emerging trends within and outside the industry.

- P&L responsibility: Drive segment bottom lines by owning or influencing all key sales inputs to the P&L including sales volume, sales velocity, sales promotion expenses, and distribution expenditures. Deliver price ladders, maximize revenues and rationalize sales costs.

- Continually innovate around product and brand presentation, constantly raising the bar on our customer experience. Deliver higher levels of business by tapping into customer references.

- Build a culture of positivity with clear focus on driving very high levels of involvement & ownership across all levels in sales to deliver big impactful & sustainable results

- Make data driven decisions, to further hone and crystalize instinct-driven and experiential business decisions. Develop Sales systems and processes to ensure sound business understanding around the function.

- Develop new opportunities, geographies and areas to expand the business.

- Develop a robust pipeline of talent from within to grow into future senior leaders. Identify learning and development need of the team members in sync with HR and create training programs internal & external to match those needs.

Functional Linkages & Scope :

Marketing : High, Very close working on consumer understanding and market feedback. Inputs in developing campaigns

HR : High, Appraisals, Training & Development of the team, creating a positive culture in the team

Business Strategy : Medium, AOP plan and business objectives setting, close working on new business ideas, channels and opportunities, sales systems, R&R opportunities

Finance : medium, AOP work, cost controls, R&R, incentive plans, pricing strategy, development plans

Preferred profile :

- MBA with 14 - 16 years of experience in sales of a consumer facing business (Tier 1 institutes preferred)

- Clearly able to differentiate right from wrong with a strong moral compass

- Capable of and should have experience of taking ownership of complex problems & structures and deliver superior solutions

- Should be a strong leader with experience in managing & developing large teams out of which minimum 4 years of experience in managing senior sales leaders

- Strong communications, Analytical skills and public speaking ability

- Should have a successful track record of delivery large impactful results.

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