Assistant Vice President Sales - North

Key Responsibilities

1. Business Planning & Strategy

• Develop and implement the annual GT sales plan aligned with company objectives.
• Drive market expansion strategy by identifying and onboarding new distributors in high-potential territories.
• Set sales, distribution, and productivity targets for the regional/state teams.
• Monitor competition activities and recommend proactive strategies.

2. Sales & Distribution Management

• Oversee sales operations for GT channels across all states/regions under purview.
• Ensure effective distributor management including ROI analysis, stock norms, and timely settlements.
• Drive numeric & weighted distribution growth, focusing on core SKUs and new launches.
• Optimize sales infrastructure (manpower, distribution points, van operations).

3. Team Leadership & Capability Building

• Lead, coach, and develop State Heads, Regional Managers, and Area Sales Managers to deliver results.
• Conduct regular performance reviews and provide feedback for improvement.
• Build a high-performance culture with clear accountability and reward systems.

4. Execution Excellence

• Ensure flawless execution of trade marketing initiatives, promotional plans, and activations.
• Monitor market coverage, outlet servicing, and adherence to market visit norms.
• Leverage data and analytics to improve sales forecasting, inventory planning, and execution efficiency.

5. Relationship Management

• Build and maintain strong relationships with key distributors, wholesalers, and large retailers.
• Collaborate with cross-functional teams (Marketing, Supply Chain, Finance) to resolve issues and enhance business outcomes.

Key Performance Indicators (KPIs)

• Achievement of Primary & Secondary Sales Targets.
• Distribution expansion & market share growth.
• Sales team productivity metrics.
• Distributor ROI & satisfaction levels.
• Timely execution of market activation plans.

Qualifications & Experience

• Postgraduate in Business Management (MBA preferred) Tier I & II
• 4 to 9 years of Sales experience in FMCG / Beverages.
• Proven track record in handling large-scale General Trade operations across multiple regions.
• Strong understanding of sales systems, distribution management, and trade marketing.

Skills & Competencies

• Strategic thinking & business acumen.
• Strong leadership and team management skills.
• Excellent negotiation & relationship-building abilities.
• Data-driven decision-making approach.
• High adaptability and resilience in dynamic market conditions.