National Trade Development Director

3 weeks ago

Bengaluru, Karnataka, India XpertReach Full time

The Senior Sales Leader - General Trade will be responsible for driving sales and revenue growth through general trade channels across India. This is a senior leadership role requiring strategic oversight, market development, and team management. The role involves planning, execution, and achieving national sales targets, ensuring profitability, and expanding the company's market presence in the kitchen appliances sector.

Key Responsibilities:
  1. Strategic Sales Planning:
    • Develop and implement national sales strategies for the General Trade channel.
    • Define sales targets, budgets, and forecast planning for each region.
    • Align sales plans with the company's overall business objectives and market trends.
  2. Market Development & Expansion:
    • Identify opportunities for business growth through market research and competitive analysis.
    • Develop and implement strategies to enhance product availability, visibility, and penetration in new and existing markets.
    • Focus on expanding the presence of the company's products in tier-2 and tier-3 cities and rural markets.
  3. Team Management:
    • Lead, mentor, and manage the regional sales teams across India.
    • Ensure alignment of regional teams with national sales goals.
    • Conduct regular performance reviews and provide training to enhance sales skills and product knowledge.
  4. Channel Partner & Distributor Management:
    • Build and nurture strong relationships with channel partners, distributors, and retailers.
    • Ensure effective execution of sales initiatives at distributor and retail levels.
    • Optimize distribution networks to ensure seamless product supply and availability.
  5. P&L Management:
    • Take ownership of the P&L for the General Trade sales vertical.
    • Ensure profitability by optimizing sales costs and controlling operational expenses.
    • Work closely with the finance and supply chain teams to monitor pricing, margins, and stock management.
  6. Sales Operations & Reporting:
    • Track and analyze key sales metrics, including volume, revenue, margins, and market share.
    • Present monthly/quarterly sales performance reports to the senior management team.
    • Continuously improve sales operations, including demand forecasting and stock planning.
  7. Cross-functional Collaboration:
    • Collaborate with marketing, product development, and supply chain teams to align sales initiatives with brand and product strategies.
    • Provide market feedback to support product innovation and market positioning.
Required Qualifications & Skills:
  • Education: MBA/PGDM in Sales, Marketing, or Business Management from a reputed institute.
  • Experience: Minimum 15 years of experience in sales, with a strong focus on General Trade in FMCG, consumer durables, or kitchen appliances.
  • Proven experience in handling national-level sales operations, with a significant track record in growing business revenue.
  • Strong network and experience in managing distributor/retailer relationships across the country.
  • Ability to develop sales strategies and execute them effectively to meet the company's business goals.
  • Excellent leadership, communication, and interpersonal skills.
  • Strong analytical mindset with a deep understanding of sales metrics, forecasting, and sales operations.
Requirements
  • Leadership: Strong leadership qualities to inspire, manage, and lead a diverse sales team.
  • Negotiation & Influence: Excellent negotiation skills to manage channel partners and distributors.
  • Result-Oriented: Focus on achieving sales targets and driving profitability.
  • Problem-Solving: Ability to analyze market challenges and devise actionable solutions.
Desired Competencies:
  • Leadership: Strong leadership qualities to inspire, manage, and lead a diverse sales team.
  • Negotiation & Influence: Excellent negotiation skills to manage channel partners and distributors.
  • Result-Oriented: Focus on achieving sales targets and driving profitability.
  • Problem-Solving: Ability to analyze market challenges and devise actionable solutions.

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