Head of Sales – Odisha

Industry / Sector / Domain

Consumer

Location

Bhubaneshwar

Experience Range

12-18 years

Company Profile

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

The Role

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

Job Profile

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

Candidate Profile

  • 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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