Job Description
We, Varun Beverages Limited (PEPSICO Bottler) have an exciting opportunity for the role of Sales Manager (channel sales) at our Jaipur Office covering the entire Rajasthan territory, who will be responsible for leading & executing Channel Sales Strategy for the assigned territories in terms of growing the distribution business.
1- PURPOSE OF THE JOB:
Job Context: Grow sustainable volume and share by aligning and motivating team to achieve AOP object while building capability for future growth with a passion for front line execution.
2- DETAILS OF THE JOB:
Job Role/ Title: Sales Manager
Level: M05 (DGM)
Function: Sales & Marketing
Country: INDIA
Work Location: Jaipur
Territory: Rajasthan
Reporting Manager: Head of Sales
Managers Manager: MUGM (VP / Sr. VP)
Team Size: 50+
No. of Direct Reportees: 6+
3- KEY ACCOUNTABILITIES:
Accountabilities Scope of work
- Sales Volume Growth
Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan
Add new outlets which should contribute to achieving annual volume/value targets
Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability
- Market Execution
Develop strong relationships with Key Accounts, resolving channel partners issues, Visit & interact with DBRs on frequent basis to maintain relationship
Liaison with MEM team on VISI Services & secure preferential recommendations on service grounds
Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols
- Market Knowledge
Map the current Market Situation, Benchmark with Competition to identify gaps in Product- SKUs Availability
- Cost Control
Ensure credit control within Unit, Liaison with Commercial Responsible for monitoring & optimizing cost of direct operations, Maintain profitability of the Unit.
Adherence to all processes and process by ensuring that there are no pending claims/ settlements with internal and external partners
- Distribution Management
Responsible for implementing the Go-To-Market model within the Unit, Utilize tools to drive Business results-SAMNA, WW, etc.
- People Management
Coach, Guide & develop team members, Set Goals, Appraise performance & provide timely feedback, Identify Capability gaps & share input with stakeholders on development.
Assess Unit level staffing & skills requirement & develop plan to address in short & long terms needs
- New Initiatives
Special projects and new initiatives in order to ensure continuous business growth
4-KEY INTERFACES
External Interfaces: Distributors, Key Account Manager, CFA, Local Government Authorities, Vendors
Internal Interfaces: Head of Sales, Commercial Head, Logistics & Distribution Head, ASMs, ASMs PAC, Internal Regional Office
5- EDUCATION & EXPERIENCE
Mandatory: Full time MBA from a Recognized University/Business School
Experience Range:
Minimum 8-10 years of post-qualification Sales and Distribution Management experience
Desirable experience:
A minimum of 5-7 years of recent sales experience in FMCG company of repute, with a vast distribution network in leadership and people management roles.
6- SKILLS REQUIRED:
- Team Management
- Channel Management
- Analytical Skills
- Good Interpersonal Skill
- Good Communication Skill
Role:Regional Sales Manager (B2C)
Salary: Not Disclosed by Recruiter
Industry:FMCG
Functional AreaSales & Business Development
Role CategoryRetail & B2C Sales
Employment Type:Full Time, Permanent