The Sales Head - Organised Trade is a pivotal role within the organization, responsible for driving sales growth and market share in Modern Trade and E-Commerce channels. This position exists to develop and execute strategic initiatives that drive revenue growth, enhance customer engagement, optimize channel profitability, and ensure effective supply management, ultimately contributing to the overall success of the organization. This is a people leader role and requires one to size up team, attract top talent, develop them and inspire them with a winning vision.
What are we looking for? -
12-15 Years of relevant experience in FMCG or CPG Retail
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Minimum 3 years of E-Commerce or Modern Trade experience (can be brand side or retailer side) that includes selling, negotiating and leveraging insights to deliver tailored customer plans, achieving company and customer objectives and advancing category leadership.
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Significant customer management experience, preferably with key/strategic customers and proven ability to deliver successful solutions that cover product, placement, promotion and/ or pricing; with an excellent track record of meeting/ exceeding sales objectives
What will be your key responsibilities? -
Channel Strategy and Business Development : Lead the development and execution of the sub-channels/customers short- and longterm strategies which enables sales revenue and achieves company, category and customer mutual objectives
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Driving Revenue Growth : Develop and execute initiatives aimed at increasing overall revenue across Modern Trade and E-Commerce channels, ensuring alignment with corporate growth objectives.
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Customer Engagement : Foster strong relationships with key customers and stakeholders, ensuring alignment with their needs and expectations.
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Channel Profitability : Monitor and analyze channel performance, implementing strategies to enhance profitability and drive sustainable growth.
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Customer Supply Management : Oversee supply chain processes to ensure timely and efficient delivery of products to customers, minimizing disruptions and maximizing satisfaction.
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Digital Shelf and Activations Strategy : Create and execute strategies for digital shelf management and Retailer Media activations to enhance brand visibility and drive sales in online channels.
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Data, Analytics, and Insights : Utilize data analytics to derive actionable insights, informing decision-making and strategy adjustments for improved performance.
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Strategic Revenue Management : Implement pricing and revenue management strategies to optimize profitability across channels.
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Category Development : Lead initiatives for category growth, identifying opportunities for innovation and expansion within the product portfolio.
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Trade Promotion Management : Design and execute effective trade promotion strategies to drive sales and enhance brand presence in retail environments.
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Market Intelligence and Competitor Analysis : Conduct regular market assessments to identify trends, competitor activities, and consumer preferences, adapting strategies accordingly. Develops an excellent understanding of the macro environment which is leveraged to build shopper centric customer plans which drive quality growth.
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Sales Forecasting and Planning : Develop accurate sales forecasts and plans based on market insights and historical data to ensure alignment with business objectives.
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Effective Team Management :
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Responsible for recruiting, retaining and developing a high performing capable and engaged team and a strong talent pipeline and culture that highlights the benefits of personal career development and a pool of best-in-class functional expertise.
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Mentor and train sales teams on best practices in channel management, customer engagement, and product knowledge to enhance overall performance.
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Builds an effective and high performing team creating strong morale and encouraging and facilitating open dialogue
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Collaboration with Marketing : Work closely with the marketing team to align promotional activities and campaigns with channel strategies, ensuring cohesive messaging and execution.
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Sustainability Initiatives : Integrate sustainability practices into channel strategies to meet consumer demand and corporate responsibility goals
What can you expect from Mars?
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Work with diverse and talented Associates, all guided by the Five Principles.
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Join a purpose driven company, where we re striving to build the world we want tomorrow, today.
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Best-in-class learning and development support from day one, including access to our in-house Mars University.
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An industry competitive salary and benefits package, including company bonus.
