Head of Sales – Odisha

Industry / Sector / Domain

Consumer

Bhubaneshwar

12-18 years

Our client is a fast-growing start-up dairy products firm backed by marquee investors.

The is a leadership role to drive sales across eastern states of Odisha, West Bengal through an omnichannel distribution strategy.

1. Strategy & Planning

Responsible for achievement of targets in terms of Sales Volume, Revenue, Profitability on a monthly/quarterly/yearly in line with the Milk Mantra growth targets.
Guide the sales teams in translation of strategy into sales business plans, price positioning, and go – to market strategies within budgeted costs
Develop the annual Sales/distribution / promotional plans to deliver budgeted Revenue, Profit, and Brand equity targets for the year (By category & Channel)
Develop an innovations plan for the JV driven by consumer insights / needs to achieve projected growth
Establish Customer / Distributors service standards and manage the application through territory management

2. Business Performance

Develop and manage annual sales budgets, and oversee the development and management of internal operating budgets.
Draw and implement a comprehensive regional sales policy-distribution development plan, category development plan, trade marketing activities to reach the regional targets
Improve forecasting accuracy by channels and accounts, and therefore ensure inventory holding within its target levels at trade.
Ensure that debtors are managed within company norms and all trade schemes are in line with company policy

3. Customer Marketing

Lead to develop appropriate growth activities for categories and brands
Lead market intelligence on shopper behaviours and retail environments (RE), analyze the data and generate insights
Lead to ensure the investments of channel & customer to meet the agreed ROI of the company

4. People, Organizational, and Team Development

Drive a high level of engagement & Organisational Health for Sales teams always keeping the values at the core
Generate enthusiasm, excitement, and commitment to the vision, business, and targets of the firm
Build capability of the team at all levels in line with talent management principles
Drive a high-performance culture within the Sales team

5. People Safety & Food Safety and Quality

Drive a People / Product Safety mindset within the Sales teams through creating awareness and adherence to Fresh Dairy standards and practices.
Ensure On-shelf Quality is met as per the standards

6. Partnerships

Develop and maintain a business relationship with key contacts with all channels to ensure a cost-efficient business model
Develop and maintain internal relationships with the MT/GT

Masters Degree in Business Management or similar discipline from a premier B- School.
Minimum 15 years in Sales (Preferably in Food & Beverages/ Dairy industry)
At least 6 years in a Senior Sales management role.
Understanding of FMCG categories, Brand Marketing & Management, Product Innovation, Consumer Marketing Planning, Business & Fin Analysis, Advertising Development, Trade Understanding, Strategic Planning, Consumer & Shopper Insights.
Age not beyond 50 years
Talent who have experience in managing or scaling up with minimum turnover 500-700Cr.
Should have an understanding of the Odhisa/ East India market.
Should be fluent in Hindi. Added advantage if the candidate knows the Oriya language.
Should have a strong mindset of daily targets
Strong Team Management

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