Sales Manager

Job Description

We, Varun Beverages Limited (PEPSICO Bottler) have an exciting opportunity for the role of Sales Manager (channel sales) at our Bareilly Office covering Bareilly & surrounding areas as well as entire Uttarakhand 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: Bareilly

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