To work in close coordination with the Head Sales and help the organization achieve its monthly and annual sales volume, value and profitability targets for General Trade Channels.
To manage key client relationships and explore new business opportunities
Roles & Responsibilities
Support the Head Sales in developing sales strategies to increase market share and profitability on a sustainable basis in line with the business units annual business plan
Support the Head Sales in development of the channel strategy to ensure further growth and penetration of the general trade channel Operational
Drive channel sales for the business unit and ensure the achievement of monthly, quarterly and yearly agreed upon annual sales budgets by category / brand Implement and manage general trade sales forecasting, planning, and budgeting processes and achieve budgetary goals for revenue and cost
Ensure proper accounting for channel sales results and prepare regular reports on sales performance for the Head Sales review
Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches
Launch NPD in line with company strategy and drive the team to achieve the value and volume targets
Manage the collection of receivables from the market and ensure smooth sales transactions
Conduct weekly, mid-month and monthly sales review / collection review meeting involving AM/JMs and sales representatives and push them to achieve the targets Identify opportunities for improvement of sales processes, sales automation and strategies and ensure their implementation in a seamless manner
Develop reporting tools and mechanism to ensure on time and accurate reporting of sales by sales force Co-ordinate with various supporting departments such as planning, IT, warehouse and supply chain to ensure the availability of optimal stocks/promotional schemes to facilitate sales force
In close co-ordinate with the Sales Head devise mechanisms to reduce damages / expiries and sales returns from the market
Develop local marketing / promotions strategies for specific areas to build consumer preference and drive volumes of business
Support the Head Sales in creating measurable targets – quantitative and qualitative targets for different products and corresponding SKUs for the retailers and distributors in the region
Establish a channel sales force training plan focused on developing and reinforcing critical sales competencies
Analyze market trends and behavior to uncover new business and sales opportunities and provide the inputs to the Head Sales for further action
Prepare and issue sales materials, exhibits and promotion programs and ensure smooth delivery of the same
Maintain positive relations with partners, vendors, and distributors and represent the company at various community and business meetings People Management
Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
Mentor and motivate team members to improve their productivity levels
Participate in the identification of training and development initiatives for all subordinates
Drive the engagement and satisfaction of the team through holding periodic meetings to discuss the achievements and address any employee issues and/or concerns. Build an effective, efficient and motivated team
Supervise direct reportees in their day-to-day tasks and guide them in managing their performance by providing appropriate feedback and counselling. Provide recommendations to HR on hiring and promotions
KPIs
Sales target achievement
Market share
Profitability
Days sales outstanding / receivables
Achievement of OSA
On-time in full customer order delivery rate
Cycle time – customer order processing
Customer satisfaction score
Adherence to budget
Work experience requirement10+ years of experience in sales managing General Trade channels in FMCG organizationsQualificationMBA or Post Graduate Diploma with a specialisation in business from a reputed universityCompetenciesOwnership & Result OrientationBusiness AcumenSales PlanningConsumer Insights and MarketingBusiness FinancialsChannel ManagementSelf and Team ManagementPlanning & Decision MakingStrategic ThinkingChange ManagementBusiness Unit: Personal Care- Pakistan (PKBU03)Business Group: IFFCO Pakistan (Pvt) Ltd (PK01)
Expected salary:
Location: Pakistan
Job date: Tue, 31 Dec 2024 04:28:00 GMT
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