National Sales Head

1 month ago

mumbai, India Huhtamaki Full time
Role Summary:
The National Sales Head (India) leads a very large-scale regional sales and/or marketing and product management operations to maximize sales growth and optimize profits. Leads the development and implementation of sales and/or marketing processes, channels, concepts and techniques. Provides business insights within own responsibility area.
The position is responsible for cross-functional leadership and execution of the commercial and product strategy to meet sales and profit targets of the business. The position holder will map out external market need and link that to our product positioning. Position holder will make recommendations on own produced or traded product positioning based on own internal asset capability or external availability of products. The position holder creates, manages, and implements plans and leads the organization to deliver commercial and financial targets for the Unit.
Working Relations
The National Sales Head will work closely with the Managing Director, Supply Chain Head, and other leadership members, customer service teams to deliver value in the entire ecosystem of Sales & Business Development for Huhtamaki India including topline and bottom line.
Key Results and Responsibility Areas :
Sound understanding of the micro / macro factors for operational and technical components of the business to be able to provide best product solutions and mix to different markets and customer segments.
Establish and implement mid-term commercial strategy and plan designed to maximize growth and profitability in the market in alignment with group and segment strategic goals
Determine optimal product mix and promotional strategy to meet customer needs and at best maximize Huhtamaki’s asset utilization and alternatively propose traded options to drive profitability
Maintain understanding of raw material markets, distribution scenarios, packaging types and configurations and other cost drivers.
Build understanding of product pricing and pricing strategies with various customers and segments to meet profitability targets and deliver on the pricing strategy to meet financial targets
Responsible for tender and price management for the units in the assigned region.
Develop a strong understanding of key customers’ go to market strategies, competitive environment, and work processes.
Lead sales team and key account teams to analyze and identify customer specific distribution, marketing, and promotional strategies.
Ensure sales team creates and implements compelling, logical, customer specific product proposals with presentation materials to pursue product/brand opportunities or address challenges.
Work with local and segment innovations teams to develop new products and business areas
Ensure high touch customer relationships both with global and local accounts
Lead Sales team to identify and develop new product extension/configuration opportunities and support development process from concept to commercialization with an understanding of the cross-functional milestones and decision points required for successful launch.
Lead Sales and Sales Operations Planning teams to provide input to product level demand forecasts, market intelligence and capacity planning models
Lead the sales team in creating next horizon market penetration strategy. Ensure alignment of marketing activities with Segment and global marketing teams.
Stay connected to other Huhtamaki units on sharing product information and knowledge bring visibility of this to regional commercial team.
Work closely with segment commercial categories and innovation to ensure alignment on category and innovation strategy
Providing leadership to Sales and Key Accounts Team , ensuring appropriate resourcing, processes and high-performance culture grounded in the company values Care , Dare and Deliver
Ensure sustainable talent supply, development, and engagement
Encourage an environment of continuous improvement and embracing Huhtamaki processes such as Commercial Excellence, as well as exchanging ideas and best practices with other markets
Preferred Personal attributes
Strong leadership skills
Problem-solving and pragmatic
Exceptional stakeholder skills
Critical thinking and attention to detail, while simultaneously retaining a comprehensive vision of the big picture
Financial acumen
Great interpersonal skills and ability to work on different levels of organization.
High level of organizational skills
Ability to perform under pressure and under tight deadlines.
Good multi-tasking skills; can juggle several different projects and responsibilities with ease and composure.
Ability to identify, develop and retain talent.
Role Requirements
15 Plus Years of Working Experience in the wider or global packaging area or any other sector that shows similar challenges like high volume, multiple SKUs, and competitive markets.
Proven track record in a similar role
Experience in driving Sales, process, and other continuous improvement initiatives
Comfortable working in a matrix environment.
Tactical abilities, able to see the big picture and catch the essence from scattered information.
Organized and good planning skills
Ability to bring people together to work on common initiatives, able to inspire, influence and lead also indirect team.
Ability to network and influence external stakeholders for decisions critical to organization.
Ability to drive improvements and deal with resistance (good level of resilience)

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