head of state - sales.

for the assigned region in line with Sales Strategy.
b. Effectively drive distribution and availability across the region.
c. Forecasting and ensuring Stock availability across C&F / Distributors in line with
defined MFS.
d. Establishing and managing budget and optimizing the trade spends as per budget.
e. Implementing credit policy and controls.f. Develop the Go-To-Market strategy for the region in concurrence with the sales
leadership.
g. Ensuring distributor health and investment as per plan and managing the
distributor’s business health and hygiene as per company norms.
h. Work closely with the National Modern Trade head to enhance channel cohesiveness
complimenting each other.
i. Effectively motivate and manage the teams – driving productivity and ensure
attrition within norms. Role:
Business Operations
1. Develop the sales strategy in alignment with the senior sales leadership.
2. Accountable for sales and distribution objectives as per the Annual Business Plan.
3. Convert the business plan into executable action plan for the field team.
4. Market Growth Mapping to deliver to potential – Identify, Evaluate, prioritize
opportunities and execute.
5. Study market to identify distribution restructuring needs and manage team ability
to make changes.
6. Review market analysis to determine customer needs, volume potential, price
schedules and discount rates.
7. Ensure implementation of field activities like sales promotions, launches, trade
promotions, brand building activities and visibility.
8. Provide direction to the growth of the company products in the region by
establishing better working relationships with distributors, colleagues and
competition in the market place.
9. Drive forecast accuracy and sales planning and also plan for launch of new product
variants.
10. Ensure effective management of trade schemes and delivery of incremental
growths in his territory.
11. Ensure that the company’s policies on all commercial, legal, statutory requirements
are implemented and complied with.
12. Ensuring channelization of cross-functional resources and company investment into
the region.13. Oversee BG (Bank Guarantee) renewals and Full and Final settlement closure of
distributors within a week of ceasing operations.
14. Ensure 100% AOG adherence, Botree Billing and SFA Usage.
15. Ensure pricing as per company norms.
16. Project the image of the company to all external associates in line with the vision
and mission of the company.
Business Analysis
17.Review and analyse business performance of his/her territories
• Primary, secondary volume and WOD report
• One-sheeter report – range selling (brand & pack), channel contribution,
discount analysis, unbilled retailers
• SFA Usage report
People Management
18. Supervise and train the regional team and distributors to achieve sales target.
19. Set annual performance goals and monitor performance through periodic one-one
and team meetings and provide constructive feedback to improve performance.
20. Ensure that the field team deliver the business objectives, thereby earning their
variable incentive pay-outs.
21. Ensure employees remain motivated also through Rewards and Recognition
initiatives and programs.
22. Responsible for solving the team’s concerns and grievances while providing
continuous support and counselling.
23. Mentor the first line/area manager team. Coach and develop direct reportees to
enable them to be better mentors and coach for their front-line sales teams.
Accountabilities
1. Responsible for managing the entire region for business excellence
2. Primary & Secondary Volumes
3. Distribution and distributor management
4. System and Process Adherence
5. People managementMeasures
1. Volume Achievement as per ABP
2. Distribution Numbers as per ABP
3. Team Satisfaction scores