Responsibilities:SummaryThe International Sales Manager will be responsible for driving revenue & growth from respective country (ies) by increasing channel sales from existing clients as well as increasing distribution in untapped markets.ResponsibilitiesFinancial
Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.
Managing distributors to ensure primary the sales plan is achieved as per defined objectives
Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through Distributor’s SOs
Ensure timely clearance of outstanding payments from distributors
Customer Orientation
Ensuring new distributor on-boarding as per defined norms
Monitoring product movement at distributors by taking weekly updates from Distributors SOs of stock and sales orders
Creating area coverage expansion plan based on market intelligence and inputs from Distributors SO. Implementing the coverage expansion in alignment with company objectives and RSM
Capturing feedback of retailers on secondary scheme and distribution services
Resolving retailer complaints with company or distributor
Discussing service feedback with respective distributors as obtained from outlets
Timely resolution of key channel partner issues
People Orientation
Defining tasks for day and PJP(Target, Scheme Comm. Etc.) for each Distributors’ SOs
Mentoring and coaching Distributor’s SOs
Evaluating Distributor’s SO performance and creating customised action plan for each SO
Internal Business Process
Conducting Retailer visits to observe product visibility, availability and merchandising utilization
Based on market visit highlighting gaps in market and developing an action plan with Distributor
Compiling market working reports from Distributor SOs and sharing with Regional Sales Manager
Analyzing competition and preparing action plans to counter competition
Communicating trade promotion schemes to Distributors
Preparing MIS reports for target vs actual sales and other objectives
Timely review of monthly/quarterly performance with RSMs and distributors
Providing sales forecast support to RSM
Focus on implementation of company’s strategic objectives for assigned sales area
Key Stakeholder Management
Internal: Internal RSM, Marketing Team, Corporate Communication & NPD Team, Production Planning & Logistics Team, Distribution and Sales Support Team
External: Distributors, Retailers
Qualification and Experience:Qualifications/Experience
MBA
5 to 8 years of exp. in a Large consumer durable or FMCG company
Experience in local business development with exposure in channel/ distribution network.
Must have acumen in developing and managing distributors/ channel partner and identification of prospective retail buyers
Skills
Technical: Business Acumen, Selling skills, Market Knowledge, Analytical skills
Behavioural: Customer Focus, Collaboration, Adaptability, Result Orientation, Negotiation skills
Quantitative: Sales Volume/Value Achievement, % Revenue Contribution from NPDs Rs. Cr business from new Distr-Div. vs. target, PJP adherence, Average outstanding at end of each month as % of month’s sales
Qualitative: Improve Adherence to Key Sales Processes, Coaching and mentoring provided to SOs, Competitor Analysis, Customer Service improvement.
Travel Required: 80%
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