Head of Sales

Found in: Talent IN 2A C2 - 2 weeks ago

Coimbatore, India Sahuwala Flour Mills Full time

Provides the vision and strategic direction for the Sales Team, driving the development of new systems, processes, market segments and customers to achieve the budgeted numbers of the organisation.


2. ROLES AND RESPONSIBILITIES

2.1 Overall Responsible for leading and managing the sales team.

2.2 Sales Strategy Development: Develop and execute comprehensive sales strategies to drive business growth, increase market penetration, and achieve sales objectives in alignment with the company's overall goals.

2.3 Team Leadership: Lead, motivate, and inspire a team of sales professionals, including sales managers and representatives, to maximize their potential, enhance performance, and meet or exceed sales targets.

2.4 Sales Performance Management: Establish performance metrics and key performance indicators (KPIs) to track and evaluate the performance of the sales team. Implement performance improvement plans and provide regular coaching and feedback to ensure sales goals are achieved.

2.5 Market Analysis: Collect market data and analyse to identify new business opportunities, competitive landscape, and consumer trends. Use insights to develop effective sales strategies and tactics.

2.6 Customer Relationship Management: Build and maintain strong relationships with key customers, distributors, and channel partners. Identify their needs, address concerns, and collaborate on developing solutions to enhance customer satisfaction and loyalty.

2.7 Sales Forecasting and Planning: Develop sales forecasts, budgets, and sales plans based on market trends, historical data, and growth projections. Monitor sales pipelines, identify gaps, and implement corrective actions as needed.

2.8 Product and Pricing Strategies: Collaborate with the Management team to define product positioning, pricing strategies, and promotional activities that drive sales growth and meet customer demands.

2.9 Sales Reporting: Prepare and present regular sales reports, including sales performance, market analysis, and sales forecasts in the weekly sales review calls. Provide insights and recommendations to optimize sales processes and improve overall performance.

2.10 Relationship Building: Establish and nurture relationships with key stakeholders, including retailers, wholesalers, and suppliers, to enhance business partnerships and explore potential growth opportunities.

2.11 Sales Training and Development: Identify training needs of the sales team and design/implement training programs to enhance their product knowledge, selling skills, and overall effectiveness.

2.12 Implement appropriate Sales process automation tools and ensure compliance for effectiveness.


3. KEY PERFORMANCE INDICATORS

3.1 Achieving target numbers

3.2 Expanding markets in new areas

3.3 Increasing market share of our products

3.4 Adding new customers (secondary) every month as per the target

3.5 Adding new stockists / dealers every month as per the target

3.6 Getting better realisation for our products from the market

3.7 Less attrition among the sales force

3.8 Development of Sales team and succession planning


4.ROLE SPECIFIC COMPETENCES REQUIRED FOR THE POSITION:

1. Leadership: Ability to lead and inspire a sales team, set clear direction, delegate

responsibilities, and drive performance.

2. Strategic Thinking: A strategic mindset is crucial for developing and implementing

effective sales strategies, identifying growth opportunities, and staying ahead of

market trends.

3. Sales Acumen: In-depth knowledge of sales processes, techniques, and best

practices. The Sales Head should possess a strong understanding of the FMCG

industry, specifically in the food sector, and be able to leverage this knowledge to

drive sales growth and maximize revenue.

4. Relationship Building: Excellent interpersonal and relationship-building skills are

required to establish and maintain strong relationships with key customers,

distributors, and channel partners. The Sales Head should be adept at networking,

negotiation, and conflict resolution to ensure customer satisfaction and long-term

partnerships.

5. Results Orientation: The ability to set ambitious sales targets, track performance, and

drive the team to achieve and exceed goals is critical. The Sales Head should have a

strong focus on results and be able to implement strategies to improve sales

productivity and revenue generation.

6. Communication Skills: Effective communication is essential for articulating sales

strategies, collaborating with cross-functional teams, and presenting sales reports to

senior management. The Sales Head should be able to communicate clearly and

persuasively both verbally and in writing.

7. Analytical Skills: Proficiency in data analysis and interpretation is crucial for

understanding market dynamics, identifying sales trends, and making informed

decisions. The Sales Head should be able to analyze sales data, market research,

and customer insights to drive sales strategies and optimize performance.

8. Adaptability: The ability to thrive in a fast-paced and dynamic environment is

important for the Sales Head role. They should be adaptable to changing market

conditions, consumer preferences, and internal priorities, and be able to adjust sales

strategies accordingly.

9. Team Development: Strong skills in coaching, mentoring, and developing a sales

team are essential. The Sales Head should be able to identify training needs, provide

guidance and feedback, and create a positive and motivating work environment that

fosters professional growth.

10. Business Acumen: A solid understanding of business principles, financial acumen,

and market dynamics is important for the Sales Head. They should be able to align

sales strategies with overall business objectives, assess risks, and make sound

business decisions.

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