International Sales Manager at an FMCG Company Via Global Profilers

 Responsibilities:
Summary
The 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.

Responsibilities

Financial

• 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%

go to method of application »

 Responsibilities:
Summary
The 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.

Responsibilities

Financial

• 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%

go to method of application »

 Responsibilities:
Summary
The 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.

Responsibilities

Financial

• 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%