Country Sales Manager - FMCG

Desired Competencies:
- Understanding of channel S&D operations
- Leadership skills
- Communication skills
- Basic IT skills
- Objective Orientation
- Business Development

- Process Management
- Commercial Acumen
- Negotiation skills
- Market execution
Key Responsibilities:
Market and Sell - Manage Sales Infrastructure :
- Firm up S&D plan for the year based on priorities. Fix quarterly phasing in discussion with TSIs and build the plans at a PJP level. Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects. Interview parties shortlisted by TSIs and evaluate them on financial strength, infrastructure, experience, market standing and alignment with vision. Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval. Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No Dues Certificates.
- Coordinate collation of AW Stock & Sales statements at PJP Level. Finalize activity plan and individual TSI itinerary at the depot meeting based on month/ business objectives, communicate these to the Field Force,
- Coach the TSI Team on the Call procedure execution and demonstrate the process during Field contact, make provision for mid-course changes. Draw out S&D/ business/ TSI contact priorities for the month, monitor Field Force activity, make changes to Tour plan due to additional projects/ business exigencies for PJP planning and execution
- IN ORDER TO ensure that the sales infrastructure in the assigned areas meets defined norms
- Produce and deliver products and services - Manage Downstream Logistics
- Facilitate movement of Modern Trade estimate with the MT Team. Discuss issue on availability at the A/W level, especially regarding trade promotions and gift / promo items. Dialogue with A/Ws to expand coverage of CRS systems specially using I-point. Prepare liquidation plans for SKUs where PKD is beyond 2 months and seek approval from the RSM.
- Assist the depot team in ensuring compliance with receivable norms and improvement in related systems. Increase the coverage of Channel Financing by facilitating interaction between the bankers and A/Ws. Co-ordinate with Sales Admin to issue or reverse Stop Invoice instruction based on bank advice to channel financing execution
- IN ORDER TO strengthen downstream logistics with performance meeting or exceeding norms in Availability, Collection and A/W satisfaction.