Organization : United Spirits Limited

Position : Team Lead - Wholesale

Supervisor's Position : Cluster Head

TYPICAL ROLE REQUIREMENTS :

Qualification: MBA in Sales & Marketing

Experience :

- 8 - 10 years experience in sales & marketing

- Must have worked in the Alco-Bev industry

Knowledge & skills :

- Client Relationships

- Sales Planning

- Emphasizing Excellence

Best suited for someone who :

- Likes to and is proficient at negotiating big deals

- Is a great coach

- A relationship builder

AREAS OF RESPONSIBILITY PERFORMANCE MEASURES (QUANTITATIVE / QUALITATIVE) :

1 Achieving targets :

- Responsible for primary sales in the state / territory and the achieving the NSV targets in line with the AOP

- Develop and maintain the sales business plan and designing and monitoring individual and team sales objectives on monthly, quarterly and annual basis NSV - Region

2 Financial management :

- Monitor cash flow status (from business partners to company), to ensure uninterrupted supply of stocks in accordance with the projection.

- Ensure adherence to business norms wrt- credit, collection, reporting also ensure adherence to financial discipline like budgeting, spending, submissions of claims etc." Financial Disp - Collection / claims

3 People and Organization :

- Responsible for developing the team through motivation, counselling, skills development and product knowledge development.

- Establish the process of monitoring the performance of individual and team by proper reporting and communications mechanism involving sales reports, cyclical sales meetings etc. and individual growth plans.

- Recognize and celebrate team and team member accomplishments.

4 Stakeholder Management :

- Communicate regularly with all distributors of assigned territory team and respond to all requests for information/issues.

- Coordinate with the internal stakeholders like supply chain, Finance and HR in the region for smooth operations in the state / territory.

5 Scheme planning and execution :

- Responsible for the developing and execution of the primary sales schemes resulting in growth.

- Align the team on the discounts offered in the market and set accountability for ensuring the deals are completed." Regional Budgets (contract, spend mgmt)

6 Sales Forecasting :

- Enable the Cluster Head / Sales head in correct sales forecasting of the brands and SKUs for the state / territory based on sound analysis and support the supply function for correct production planning Sales Forecasting

7 Monitoring and analysis :

- Evaluating channel health, distributor's ROI, non-moving stock, claims settlement, other issues, etc.

- Work with the team to correct market working discipline, daily targets vs achievement tracking.

- Responsible for PJP adherence of the team and ensured strict adherence to working norms & practices." Report / Analysis

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