Industrial Sales Manager at IFFCO

Req ID: 3684

Job Summary

• To develop the sales and distribution strategy in conjunction with the CEO and oversee the monthly and annual modern trade/General trade channel sales, thus ensuring that the organization achieves its sales volume, value, outlet coverage and profitability targets.

Position Responsibilities

• Set and develop the annual and monthly sales plan, Products, Volume and value wise in consonance with strategic objectives of the company
• To ensure range selling and productivity of sales calls.
• To administer the credit policy of the company and ensure collections within the Specified credit limits.
• Establish sales forecasting & strategic plan to ensure sales & profitability of products, lines, services, analyzing business developments &monitoring market trends. Preparation of short & long term sales forecast based on analysis of market potential, competitive activities and economic trends
• To ensure customer relationships and service levels in term of order fulfillment, merchandising, in shop promos, frequency of service and complaints handling.
• For feedback & data capturing for new product introduction.
• To Identify and exploit market opportunities for spikes in sales volumes as also combat competitor activity through appropriately designed sales promotion activity in conjunction with the Marketing team.
• To periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analyzing opportunities and building greater result orientation.
• To ensure adequate pipeline of talent and skills for succession by designing and activating a field force career path and plan in collaboration with Unit HR.
• Evaluate the financial aspect of product development, such as budget, expenditures, research, development appropriations, return on investment.

Roles & Responsibilities
Strategic:

• Plan and develop the sales strategy  to enhance the sales portfolio and ncrease the bottom line
• Develop annual and monthly product, volume and value wise sales plan in alignment with the sales strategy
• Oversee development of strong relationships with key clients across GT and MT channels
• Develop mechanisms and strategies to ensure appropriate sales numbers are met for new product / SKU launches

Operational:

• Ensure achievement of sales targets, support in developing the sales forecast and design mechanisms to achieve the same
• Ensure adherence to the budgets for the region and track the return on investments and the rebates on an ongoing basis
• Manage the route and channel wise profit and loss for the sales operations
• Analyse MIS data on stocks, consumption patterns, costs and regularly track compliance with the budgets
• Ensure adherence to the credit policy and follow up with dealers/customers on a regular basis to ensure timely collection of dues in alignment with the credit limit, collection target plan and timelines
• Develop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market share
• Establish mechanisms for getting the required input & feedback from customers to develop an overall understanding of customer requirements and resolve customer complaints within specified timelines
• Perform weekly review of the General Trade and Modern Trade businesses and visit the key customers on a frequent basis
• Lead key customer discussions on the business performance and explore options for further revenue generation from new and existing customers
• Develop systems for periodic stocktaking from Sales Representatives on sales, stocks/ inventory, consumption patterns, sales accounting and costs to track compliance with budgets
• Ensure proper accounting for the sales and distribution activities, report the daily numbers to the CEO and prepare regular reports on sales performance for the Board reviews
• Plan promotional activities in the region in coordination with Marketing Services to improve sales
• Encourage and reward innovative product promotion, positioning and branding techniques
• Lead the health and safety initiatives and promote a robust Health and Safety culture at the remote site
• Periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analysing opportunities and building greater result orientation
• Identify business development opportunities with a view to increase market share and enhance profitability for the business unit
• Survey markets for emerging trends, competitor information, market share and manufacturing capabilities and identify new business opportunities to enter into to drive business growth
• Support the marketing team in creation of brand strategy, improvement of the brand image of the existing products and launch of new brands/products in the markets.
• Participate in trade shows, industry sales forum events and promotional activities and support the production mangers, advertisers and developers in marketing the company services and products

People Management:

• Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.

KPIs

• % adherence to sales targets
• % adherence to collection targets
• Days sales outstanding / receivables
• Bill productivity
• % reduction in the operating costs
• Effective coverage
• Customer satisfaction score
• % adherence to On-Shelf Availability targets
• CVFOT

Key Performance Indicators

• Net Contribution /MT
• NPD contribution /MT
• Debtor Days Avg. xx Days
• Reduce overdue to ZERO
• Achieve Sales volume of xx MT
• Accurate forecast – xx Accuracy
• Setup KPI for each team member
• Achieve tons /Head xx MT

Position Specifications
Qualifications:

• (HDSA) 10-15/(MMSA ) 8 -10 Years of relevant functional experience in reputed Companies, in the relevant Industry/Sector.

Competencies:

• Commensurate Technical or functional qualification with a Management Degree/Post Graduate Diploma in Business Administration with specialization in Marketing from a reputed Business School.

Qualifications

• Master's in Business Administration with specialization in General Management from a reputed University is preferred

Work Experience Requirements

• Minimum 7+ years of Sales & Distribution experience preferably in FMCG industry
• Knowledge of Arabic and English is a must
• Experience of working in Middle-East is preferred

Competencies:

• Change Management
• Oracle/SAP ERP
• Consumer Behaviour B2B and B2C
• Sales and Distribution Strategy Management
• Building Relationships
• Ownership and Accountability
• Conflict Management
• Strategic Thinking
• Knowledge of Socio, Geopolitical and Economical Issues
• Financial Acumen
• Knowledge of International and/or Local Laws and Regulations
• Knowledge of Value Chain Management
• Driving Results
• Planning & Decision Making
• Self and Team Management
• Business Acumen.