Sales Manager

6 days ago

Guwahati, Assam, India Diageo Full time

Job Summary:

We are seeking a highly skilled Sales Manager - Key Accounts to join our team at Diageo. The successful candidate will be responsible for developing and executing sales and marketing plans to drive consumer preference and volume growth in the territory.

Key Responsibilities:

  • Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.
  • Conduct outlet-wise annual volume planning and phasing.
  • Develop and monitor individual sales objectives on a monthly, quarterly, and annual basis.
  • Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
  • Ensure an increase in Share of Business (Market Share) across segments as per plan.

Relationship Management:

  • Maintain relationships with all key accounts to ensure overall pipeline and revenue growth within the channel and territory.
  • Engage channels to close sales and deliver services, thereby ensuring higher market share.
  • Work as a Single Point of Contact (SPOC) for the organization and establish strong rapport with channel partners to win confidence, anticipate needs, and deliver appropriate product solutions.

Strategic Alliances:

  • Meet WOD targets of the brands by ensuring the availability of relevant brands and variants on outlets in the territory.
  • Manage new product launches in regions and ensure all new products are available and listed at outlets.
  • Negotiate and finalize annual contracts and terms of trade with key accounts in the territory.
  • Shortlist outlets for contracts and negotiate a win-win proposition in consultation with the line manager.

Execution and Tracking:

  • Responsible for on-time and smooth execution of activations as per the marketing plan by selecting the right outlets in the territory.
  • Collaborate with outlets for menu card listing and availability in line with MSL/Price laddering.
  • Prepare reporting on the brand's performance, needs, and forecasts.
  • Ensure proper usage of brand and promotional elements and measure the effectiveness of consumer activations (ROS/M&E) in coordination with SCME.
  • Coordinate with 3rd party agencies for the execution of activations/launch at outlets.

Customer Management and MIS:

  • Make regular sales calls to designated on-premise accounts as per PJP and beat plan to cultivate customer relations and satisfaction with service provided.
  • Keep the trade informed about pricing, promotion schemes, etc.
  • Responsible for the correct and timely submission of claims and daily and monthly sales reports.
  • Keep a track on competitor's activity and bulk competition deals, and report the same to the line manager immediately.

Customer Marketing Initiatives:

  • Maintain the organization's standards and guidelines regarding quality, distribution, visibility, promotion, price, and persuasion at outlets.
  • Effectively train customer staff on products and execute product tastings and product presentations through DBA - Art of Blending for consumers.
  • Execute marketing plans at outlets as per the guidelines of the state/regional marketing team while working within company policies, resources, and budgets.

Process and Systems:

  • Review customers' credit status and collect outstanding as per the USL credit policy wherever applicable.
  • Ensure all claims of customers are submitted in a timely manner with required documentation.
  • Coordinate with the Finance department on a weekly basis to ensure accounts remain in good standing.
  • Ensure settlements and payments to outlets as per agreed terms.

Diversity Statement:

Celebrating our inclusive and diverse culture is core to Diageo's purpose of 'celebrating life every day everywhere'. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality, or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills, and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose, and standards set the conditions for us to respect the unique contribution each person brings.

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