Cluster Head - Commercial

Job Description

KEY RESPONSIBILITIES 1.Business Growth •Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&D •Develop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target •Review the trade schemes, and monitor effectiveness and modify basis performance •Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations 2.Sales Planning & Inventory Management •Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level •Liaise with demand planning and supply chain to understand and address any supply constraints/ issues 3.Channel and Distributor Management •Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio •Ensuring ROI calculation and reporting for distributor •Ensure timely collection of receivables from distributor, and inventory management •Ensuring productivity of the manpower on distributor payroll •Monitor and track Secondary scheme processing •Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling 4.Retail Engagement •Ensure periodic coverage of key customer groups and syndicates •Create the CSM engagement initiative for the cluster •Create and own the retail engagement plan •Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis 5.Market Intelligence & Performance Monitoring •Regularly conduct retail outlet audits to study market share movements and track market share •Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share •Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies 6.Brand Building & Demand Generation •Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share 7.Financial Discipline •Ensure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limits •Liaise with Finance team on formulation of credit policy for the respective market 8.Regulatory & Compliance •Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance •Support in brand registrations, excise liasioning 9.Team Leadership •Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals •Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team •Mobilizing resources for availability for the team •Work with individuals in order to develop them for increased responsibility INTERACTIONS INTERNALLY: ➢Sales Team of the Region ➢Commercial Finance ➢Commercial Marketing and Activation Teams ➢Region Head ➢Zonal Demand Planner ➢Zonal Sales and Development Manager ➢Supply Planning Team ➢With Manufacturing for holograms and label registration EXTERNALLY: ➢Customers ➢Distributor/ Channel Partners ➢Excise Officials ➢Consumers Show more Show less