Job description
Purpose of Job: Responsible for enabling the Business Units to build core sales capabilities to deliver Growth
- Help develop & deploy ‘Route to Market’ model for each Business Unit – both short term & long term.
- Develop RTM with deep channel, customer & category understanding.
- Regularly identify improvement opportunities in the sales organisations.
Develop and implement common sales processes/ systems & tools across businesses and categories
- Develop & Deploy the ‘Olam Way of Selling’ across sales organisations.
Ritualise - ‘Day in the life’; ‘One language’
Standardised Sales Call (at various levels).
Objection handling
Drive excellence in execution.
- Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity Measures (Direct Coverage, Effective Coverage, Productivity, Lines Sold…)
- Reporting Systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims.
- Dealer Management: Briefing, Order Management, Stock Management, Credit Management., ROI calculations
- KPI formulation & tracking.
- Geo Mapping…
- Route Optimisations.
- Devise appropriate checks and balances in the process & reporting formats.
- Develop and implement sales and distribution metrics.
- Develop and implement sales and distribution metrics.
- Drive efficiency and productivity of our Sales force and Redistribution assets
- Work on Sales Automation in the medium to long term.
- Drive Training and Capability Building for the Sales Force (including Merchandisers):
- Identify capability needs of the sales organisation in terms of skills and competencies based on the business & sales strategies.
- Develop training modules for various levels of sales teams.
- Either in-house or with external help
- Innovative Methods: Role Plays; Videos…
- Adapted to local cultures.
- New members to be inducted with focus on product & functional knowledge.
Drive structured ‘On-the-job’ training for company sales team & merchandisers – new recruits as well as current personnel.
- Provide coaching, guidance and work out professional development plans to help the sales force reach their full potential & create a world class sales force.
- Lead and develop process of field force incentive systems & recognition programmes.
- Help in developing Trade Marketing Plans. Lead with ideas for different categories.
- Independently access quality of service to customers. Work with Business Heads & Sales Managers to improve the same. Help in formulating terms of trade principles, policies & guidelines.
Desired Skills
Competencies:
- Leadership
- Detail Orientation
- Analytical Ability
- Strategic Thinking
- Strong Communication & Presentation Skills
- Team Player
- Project Management Skills
- Personal Planning & Organisation
- Collaborating & Influencing
- Ability to connect to different cultures
Experience :
- Candidate with extensive exposure in Sales & Sales Capibility Development, who has worked up from the ranks.
- Minimum 15 + Years of work exposure in Leading Foods & Beverages company.