Job Summary:

The role is accountable for the day-to-day activities in Modern Trade and General Trade accordance with overall company policy for the region. Candidate has to manage operational efficiencies and achieve client / customer objectives in areas of responsibility.

Qualifications and Experience :

- MBA for a reputed B - school with specialization in Sales and Marketing

- Minimum 10 to 15 years of total experience of which at least 4 to 5 years in a senior management or similar position

- Experience of working across various geographies and markets in India is essential

- At least 4 years of experience in FMCG (preferably beverages) is must

- Willing to relocate to any part of India for Business growth and expansion

Knowledge, Skill and Attitude :

- Stakeholder management ability

- Leadership and team management skills

- Strategic thinker and analytical skills

- Ability to influence and motivate others

- Good business and financial acumen

Key Responsibilities and Deliverables :

1. Achievement of sales targets :

- Identify sales targets per channel per month and draw up quarterly project plan as to how these targets will be achieved

- Manage and track implementation of project plan (revising the plan based on client feedback as required)

- Liaise with buyers to achieve targets

- Provide feedback to clients

- Manage Promotional Activities

- Manage new innovations

- Manage out-of-stocks

- Manage Forward Share

- Minimize credit notes

2. Effective operational management

- Ensure adherence to call cycle

- Ensure effective time management when visiting stores (appropriate to store profile)

- Ensure stock availability

- Ensure shelf health (including stock-on-shelf; PI labels; removal of damaged and expired stock, as well as general hygiene of shelf)

- Adhere to specific Returns Management policies (per client)

- Implement promotional schedules

- Ensure a good working relationship between field staff and store management

- Update Strike Action Plan (biannually)

3. Effective people management

- Take full responsibility for performance management of all direct reports, managing their performance in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management :

- Recruitment

- Induction

- Development

- Remuneration and Rewards

- Performance Management

- Career path and succession planning

- On-the-job training, coaching & mentoring

- Staff wellbeing

- Manage Employment Equity targets

- Ensure appropriate levels of management and accountability

- Motivate, delegate and empower appropriately, enabling direct reports to take responsibility and display creativity and initiative

- Ensure effective knowledge sharing

4. Effective budget and financial management (as required by Channel)

- Compile annual budget (per Channel) using previous Channel financial performance information

- Submit budget to relevant manager for review and sign-off

- Analyze monthly departmental budgeting and accounting reports and identify and control variances

- Take appropriate action to ensure adherence to expense budgets

- Prepare and compile budget reports (monthly)

- Continually seek new ways to improve efficiencies and decrease expenditure

- Ensure compliance to relevant policies and procedures

- Proactively seek to identify and manage risk

- Release / authorize orders

5. Effective knowledge sharing (including management of field intelligence)

- Be alert to competitor activity and potential tenders

- Compile Field Intelligence reports and submit to BU Manager

- Update clients on competitor activity

- Ensure effective communication of information to Field Force

- Effective client and customer relationship management

- Proactively build relationships with clients and customers and ensure they are kept informed

- Ensure prompt problem solving

- Effective administration and asset management

- Ensure accurate salary input and monitor and control expense claims

- Ensure scorecard compliance

- Ensure effective management appraisals (C BAND and up)

- Ensure effective leave management and administration

- Check and monitor assets and ensure updated asset register (monthly)

- Conduct disciplinary hearings as required

- In the regions, ensure office hygiene and equipment are maintained

6. Effective teamwork and self-management

- Actively and consistently maintain high standards of professionalism in all aspects of personal presentation and delivery

- Apply knowledge of the organizational systems, structures, policies and procedures to achieve results

- Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained

- Provide appropriate resolution for tasks or deadlines not met

- Support and drive the business- core values

- Maintain a positive attitude

- Respond openly to feedback

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