Head-Sales Excellence

Job Description

Looking for a candidate with experience of 12 – 18 years in FMCG field sales preferably in General Trade, and backend sales functions like Trade Marketing, Sales development. Candidates with Food industry will be preferred having worked in the Northern / Eastern markets. Role Description: GTM / Retail Channel expansion: Formulate a comprehensive strategy / plans on how to rapidly grow our retail channel for small pack and large pack product businesses across North and East India, based on the unique market / category context in which DFM operates. Recommend changes in the sales processes by mapping the “As is” and developing the “Should be” with the concurrence of the Sales Head and other respective Regional / Support sales function managers, to bring about changes in the following areas of performance: Right distribution partners / profile for expanding the distribution network. This would mean creating a success profile of the DFM distributors and enabling the sales force to comply with the Distributor profile defined, while appointing them, including the distributor ROI Model templatization. Assess the current and develop the right GTM model, Sales Infrastructure, Distributor margin structure, outlet merchandizing based on market best practices that shall deliver incremental sales revenues. Assess the current and develop right product portfolio allocations, to enhance Range and Reach in the market to impact incremental Value per outlet (VPO) Continuously monitor competition and their activities in the market, to understand their distribution models and practices and recommend changes in our sales strategy that will deliver our targeted revenues for the year. Periodically monitor the sales organization structure for effective span of control and performance, through templatized Goals & competencies across SOs, ASMs, RSMs and other sales support functional managers. Study the effectiveness of the SO, ASM and RSM incentive schemes and R & R parameters and recommend programs based on market benchmarking of best practices. The incumbent will have to partner with the Trade marketing / Sales development team for effective execution. Capture sales best practices for most important processes (for e.g. new product launch, BTL strategies, new outlet / unit opening etc.) to benchmark our DFM Foods processes and practices and create an execution plan in partnership with the Sales Head. Diagnose the causes of non - performance whether it is related to processes or people (will / skill) and recommend action plan related to sales force training to enable the sales development team to organize the required training. Study the current sales automation process and identify the problems related to the “As is” process and recommend the ‘’Should be” process through best practices in the market and partner with the IT team for execution. The role shall be slanted to staff sales function based out of HO and hence the incumbent will closely work with the central sales leadership / regional leaders in implementing these channel expansion plans, and fine tune them in collaboration of the ground teams. Experience and Education Required: Graduation in any discipline like Engineering or commerce and MBA in business management from a Tier 1 or 2 management institute of repute. 12 to 18 Years of experience in General Trade, and backend sales functions like Trade Marketing, Sales development. About the Organization: Crax is one of India’s beloved brands, with a 25 years long heritage in salty snacks. The brand is owned by DFM Foods ltd, which was acquired by the Private Equity - Advent International in 2019. The entire organization has been transformed with superior systems and processes and is seeing significant investment in brands, sales infrastructure to fulfil the ambition of being a top notch salty snacks player across India. Our Products: Corn Rings and Wheat Puffs are marketed under the CRAX and NATKHAT brand names respectively. Both these have become extremely popular snacks, especially among children. In the namkeens segment, we offer a complete range of products consisting of 12 distinct product variants that include Bhujiyas, Daals, Mixtures and Nut-Mixes. These are sold in several pack sizes to cater to both casual/impulse consumption as well as consumption at home. Website: https://crax.in/ Show more Show less