Sales Director

3 weeks ago

Delhi, Delhi, India Michael Page Full time
About Our Client

The hiring company is a leading MNC beverage brand

Job Description

- Lead the external annual business plan (ABP) development and alignment with the bottler (volume, distribution, picture of success, promotional calendar, execution targets, trade spends); Lead the internal P&L reflecting the external ABP and align target with Finance, Marketing and Operation.

- Execute against the ABP with discipline and find creative solution to overcome the inevitable challenges to deliver; Motivate the bottler behind the portfolio so they understand the opportunity, align targets for all channels and zones and allocate on-going resources to deliver the plan.

- Drive Bottler partner (BP) management by setting up a positive business and personal relationship with the Bottler management and teams at all levels, from CEO, Central teams or teams in the zones; Agree with the BP monthly targets (range distribution, price, promotions) for the region.

- Ensure targets are clearly communicated and cascaded to field/telesales/Local Key account (LKA) teams and the BP field sales forces get incentivize and trained on PowerPlay to reach and beat the targets.

- Analyse the potential of Distribution growth, Distribution Quality development and Promotions in the region.

- Steer field Sales management and Wholesalers management by influencing the BP to get the relevant and optimal field sales coverage be it via own BP sales force, an external agency, sub-distributors or telesales; Accomplish regularly training for the BP sales teams on PowerPlay Merchandising standards (assortment, planograms, point of sales, and coolers standards) in all channels.

- Recommend best practice together with the BP, and agree the local route-to-market (RTM) to reach the distribution goals in key sub-channels, and negotiation with key LKA/wholesalers and set up monthly and annual individual targets in volume, promotion, trade loading, trade fairs and distribution for strategic wholesalers

- Financial and Budget management by making recommendation to seize additional opportunities or to adjust budget to volume shortfalls if required; Account for recommending required budget and spend in line with approved budget for the region

- Demonstrate discipline and ownership approach in budget split, tracking and utilization.

-

The Successful Applicant

A successful Sales Director should have:

- Talent Pool 1- Tier 1/Tier 2 MBA grad with minimum 8+ years of post-MBA experience with core FMCG firms (Food & beverage brands only)

- Talent Pool 2 - Candidates with 15+ years of industry experience with core FMCG firms (Food & beverage brands only)

- Mandatory geography experience of the North Region (Delhi NCR, Haryana, UP)

- Someone who has experience in Uttar Pradesh Market will have a preference

What's on Offer

- Opportunity to work with a leading beverage brand

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