To lead, manage, develop & control the sales team of a Channel within a region in GTC Operations. The function is to ensure delivery of sales, distribution & display objectives of the specified channel in the region through implementation of Trade Marketing & Sales Operational Plans in line with the brands strategies. Operates within budgets to deliver IMS objectives. The role has the responsibility of developing business & execution of plans in the specified channel as well as identifying business growth opportunities.
Key Accountabilities& Key Activities:
Key Activities :
• Ensure that IMS, distribution & display objectives are achieved as per brand strategies.
• Coordinate with RSM accurate sales forecasting for your team.
• Implement Sales Cycle Activities as per set priorities to ensure delivery of objectives.
• Ensure achievement of budgeted In Market Sales, by Brand for your regions channel
• Develop, implement & monitor sales targets by salesman in coordination with RSM
• Ensure development of top Customers in the Channel.
• Ensure strike rates & productivity objectives are achieved.
• Ensure timely implementation of promotional plans as agreed with TMM.
• Build Displays in key traffic areas to impact consumers in your specified channel.
• Ensure proper share of displays through either Category management or Space Management in all outlets.
• Ensure POS material & proper consumer communication is executed in excellence.
• Ensure all logistical aspect of new SKU listing is achieved before execution.
• Recommend and implement incentive programs for the sales force to achieve business objectives.
• Coordinate with RSM the execution of product launch programs and implement agreed plans.
• Manage Inventory levels with Trade to maintain acceptable stock holding based on shelf life levels. Report monthly on trade inventories.
• Collate and report competitive activities and information and provide feedback to RSM.
• Ensure that the company gets a preferred supplier status with your customers through excellence in customer service.
• Ensure collection & receivables are as per Receivables policy.
• Implement & monitor Sales Administrative systems JC, DSR, CRC.
• Implement pricing as per agreed Pricing Strategies after discussion with Supplier.
• Reduce impact of short expiry products on P & L
• Maximize return on investment on trade promotions & visibility agreement with trade.
Industry : FMCG
Years of experience: 7 - 8 years
Education and Certification Requirements:
Bachelor in Business or equivalent.
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