Associate Director, Sales

Key Deliverables in this role:

Financial Outcomes

• Drive profitability for the region by focusing on P&L, deliver on revenue targets and process parameters and drive business from new categories.
• Anchor sales action planning/review (forecast), action implementation and drive communication in the region to enable delivery of sales revenue and market share goals for the region in line with the agreed cycle plan:

Customer Service

• Lead and drive best-in-class market execution, partnering with the HQ sales team
• Maintain and broaden the customer base by cultivating and nurturing relationships with crucial customers and identifying new opportunities for growth.
• Engage with trade partners to deliver business results and ensure sustained growth in the region.

Internal Processes

• Develop GTM strategy including distribution strategy, market segmentation, value proposition, product messaging, market intelligence, sales plan, tech enablement, channel focus initiatives, schemes, and growth plans for the region in
• line with business strategy.
• Identify gaps in distribution / GTM in region (through market intelligence and competitive benchmarking) and develop strategy to effectively reduce these gaps
• Analyze sales trends in the region - by DB, stockist, brand, SKU etc. to ensure continued growth and take corrective action where required in collaboration with brand teams.

Innovation and Learning

• Gather competitive intelligence to ensure competitive pricing of all products, stay abreast of market trends, competition in BTL and respond swiftly
• Drive adoption and utilization of digital tools and technologies across the sales team.
• Build, retain and groom front end sales team to deliver on business goals

Critical success factors for the Role:

• MBA with 12-15 years of relevant work experience in reputed FMCG companies
• Significant team management experience at large business scale/category/geography

Desirable success factors for the Role:

• Proven experience in driving sales and distribution strategy in India.
• Experience of having worked in at least 2 geographies in India(East preferably) in sales leadership roles.
• Experience of working in an organization where sales automation and analytics is matured.
• Experience in Trade marketing/ Sales Capability / Alternate Channels besides GT sales could be an added advantage.