Head of Sales - Modern Trade & Institutions

I. Modern Trade Sales

• To make sure that the existing MT customers are retained and maintained while developing the and introducing products in the newer MT chains. Maintain consistent delivery of sales numbers as per the targets for each MT customer.
• Lead resource for planning and negotiating for in-store activations, merchandising, sell-out plans with the accounts.
• Negotiate favorable annual trading and logistic contract with MT channels.
• Schedule regular meetings with customers to ensure customer satisfaction standards are maintained.
• Provide trade information, competitor& activities and market intelligent to the company.
• To take initiative and efforts to develop constructive and effective solutions to any issues that slow down or hamper the sales.
• To constantly review, analyse and interpret performance data, so that relevant information can be provided to the management and help build sustainable business in MT channels.
• Monitor market trends analyse and develop plans for growth, increase market share and increase
• profitability.
• To plan, design, develop and implement different sales activities by researching the customer & distributors needs and requirements.
• To ensure that the all the sales and marketing activities are carried out within the agreed budgets, volume, sales, and within the given time scales.
• Develop and or maintain Distributors for handling new and existing customers wherever required in PAN India.
• Should be able to work in a target oriented work environment and should be able to prioritize work based on the given deadlines.
• Should have passion and flexibility to travel long distances whenever required for bringing in Sales revenues.
• Drive sales development and training process effectively. Recruit and build team which delivers sustainable business.
• Drive Performance Management Process (PMP) by effectively setting performance objectives and reviewing the same periodically.

II. Institutional Sales

• Develop Institutional business for company products range.
• Timely reply to the queries or enquiries of customers through meetings, email or phone.
• Coordinate with supply chain operations production, stock positions, logistics etc.
• Carry out secondary market research, conduct surveys and study the competitors and their marketing and sales strategies. Based on this, propose new strategy that will help the organization to get ahead of the competition.
• Develop and tie-up with potential distributors /agents - who service Institutions with annual contracts and who will commit regular monthly business.
• Make suggestions to improve the product based on the feedback received from the customers.
• Train and mentor the local sales representatives and create awareness about the products in the trade by conducting advertising and marketing campaign