State Head - Sales & Distribution

Role : State Head - Milk Sales

Designation : Sr. Manager / Asst. General Manager - Sales & Distribution

Department : Milk Sales

Work Location : Chennai

Reporting To : HOD - Sales & Marketing

Educational Qualification : Any Graduate / MBA - Sales & Marketing

Prior Experience : 15 - 20 Year Preferably from FMCG/Food Sector

Objective of the Role : To lead and drive the State Milk Sales function by developing and executing strategic sales, distribution, and market development initiatives that deliver sustainable revenue growth, market share expansion, operational excellence, customer acquisition, and increase profitability. The role is responsible for strengthening market presence, optimizing distribution infrastructure, enhancing team effectiveness.

Job Responsibilities

1. Market Mapping

Population Extraction to win major Tier1 and Tier2 cities of Tamil Nadu State

Design customizes market level intervention for sustainable growth

2. Channel Management

Identify gap areas and drive growth plans & appoint exclusive customers

Do A/B/C analysis of customers and minimize the top customers churn

3. Market Promotions

To generate Demand - Retailing with coolers placement

Design and execute BTL activities for growth

4. Optimization

• Track/Leverage atomization tools & range selling
• Transportation utilisation and cost under control
• Crates management - ensure nil crates loss

5. Team performance management

• Manpower Productivity
• Periodic performance reviews
• Greater alignment to drive our objectives
• Training on Improvement Areas & Executive Coaching

5. New Way forward & Process

• Exclusive Channel – Mainly DRPs (New Model)
• Focus Geographics – Large Towns, Plant Surrounding Markets & ASM/Executive HQs
• Cash & Carry, Net Billing & Online Payment
• Over Dues in Control & Nil Inoperative Customers
• Automation – FFA, Indenting & Night Ops

6. Measures:

• Target achievement in terms of value, volume and contribution
• % revenue growth
• Market share growth & focus markets activities
• Cost Control, Overdues, Inoperative Customers closure within 60days, Crates Management
• Completion of analysis of competition on price, performance, terms and availability within timelines
• Number of successful branding initiatives and their effectiveness.

7. Key Interactions:

• Sales & Marketing Head
• Category Head
• Internal & External
• Sales Head
• Team – RSM, ASMs & Executive of Verticals
• Plant Managers
• Channel Partners, Retailers & Consumers

Skill Set Required:

Basic Skills:

• Thorough understanding of the fresh business and latest developments in the Dairy Industry
• Knowledge of the sales and marketing processes
• Knowledge of market research
• Strong data analytics and ability to generate insights from data. Ability to read and analyse MIS Reports

Desirable Skills:

Understanding and appreciation of the FMCG business

Ability to develop and nurture talent

Technical Skills

PowerBI, MS Office tools

Behavioural Competencies Required

• Influencing
• Collaboration
• Execution rigor
• Developing Organizational Talent