Job Description

Roles & Responsibilities

• Manage organizational sales by developing business plans, meeting planned goals, and coordinate with the marketing department on lead generation.
• Direct and oversee the activities and performance of the sales team by tracking sales goals, setting individual sales targets, and facilitate the ongoing training and development of the salesforce.
• Manage and achieve overall sales and profitability of the Modern Trade (MT) Channel.
• Maximize distribution (MSL products) and visibility of the appropriate product range.
• Create the sales budget / forecast estimate and review as decided by the management.
• Conduct periodical sales meetings as per the schedule at different levels – Management level, Supervisor level and Salesman level.
• Identify the KPIs for the business unit / Team members.
• Continuously improve share of shelf vs competition and amplify impact of product visibility on consumers.
• Review and manage stocks in alignment with Category Managers.
• Ensure proper execution on the journey plans of the sales team, delivery schedules, routes of merchandisers.
• Manage and monitor the trade marketing budget estimated for the year.
• Responsible for business development agreements / Market investments with key accounts.
• Responsible for permanent and temporary display budget, ensuring agreed displays are available in the market.
• Provide input to marketing department on consumer or trade promotion plan / calendar.
• Obtain and monitor an up-to-date record of the market trends in relation to go to market approach, competitor’s activity and retail development.
• Review, plan and prepare promotion plans/ marketing activities to customers as per promo calendar in coordination with the category team.
• Identify new business opportunities and develop sales & marketing strategies.
• Approve company credit customers as per the agreed credit policy.
• Ensure no due amount in the market and collection target is achieved as per agreed credit terms.
• Develop customer relations at all levels and resolve customer complaints about products or services.
• Conduct regular sales progress or review meetings with major retail customers.
• Responsible for all sales staff in BUM (recruitment, appraisal, development).
• Optimize efficiency of the team and resources.
• Control and approve targets and sales commissions; motivate sales team to reach or exceed sales targets.
• Ensure all staff comply with company procedures and guidelines.
• Organize and approve yearly vacation plan and vacation replacement for sales staff.
• Ensure operations comply with company rules and initiate penalties for violations.
• Evaluate and coach the team in areas requiring improvement.
• Assist in recruiting and building the right team liaising with HR.
• Ensure team members receive services from supporting departments (HR, Admin, Accommodation, Workshop, IT, Quality, Logistic, Finance).
• Evaluate discount rates and rebates for key customers ensuring agreed selling price (NRP) is realized.
• Control damage and expiry ensuring it is within agreed limits.
• Prepare monthly P&L reports (area wise/customer wise) liaising with Finance to ensure cost effectiveness.
• Review sales records, expenses, and projected sales on monthly basis.
• Category wise revenue commitment, numeric distribution, basket penetration, product and promotion rollout, customer relationship management, team development, damage & expiry control, business development – category wise.

Desired Candidate Profile

• Strong communication skills (listening first and speaking second).

• Integrity and trust, never asking reps to do anything immoral or illegal.

• Ability to build relationships with peers, cross-functional counterparts, and upper management.

• Empathy and understanding of customer viewpoint and customer service.

• Graduate in Commerce background preferred; postgraduate qualification is an advantage.

• Ability to unite a team under a shared vision and know what motivates each member.

• Analytical skills using data-driven reports to spur sales coaching and empower reps.

• Understanding of pricing, margins, and discounting impacts.

• A minimum of 3 -5 years of experience in the same capacity.