CavinKare - Cluster Head - General Trade

Responsibilities :

Strategy / Planning :

• Directs the activities of the regional team & field sales staff to ensure compliance with business plan and company policies. Establishes sales territories, quotas, and goals and advises staff.
• Defines and directs the sales strategy for the region. Leads the strategic development and implementation of sales strategy. Builds strong relationships with key leaders, partners, and clients, internal or external to the sales organization.
• Develops the business plan covering all markets and regions
• Studies market to identify restructuring needs and develops team ability to make changes.
• Works with marketing to influence strategy and provide forecasts.
• Studies marketplace trends and changes taking place for implications to business.
• Creates opportunities and identifies high-level competitive / differentiation strategies.

Business Development :

• Develops and deploys network strategies for improving CavinKare's reach and improving retail service levels
• Analyse market trends and track competitor activities; provide inputs to enhance and fine-tune sales and marketing strategies
• Reviews market analyses to determine customer needs, volume potential, price schedules and discount rates.
• Develops sales campaigns to accommodate business goals. Monitors sales staff performance against quota and initiates departmental changes as appropriate to achieve goals
• Evaluates investment decisions relating to sales strategy

Product Promotion / Launch :

• Devising and implementing marketing strategies and plans for successful launching of new products
• Active participation in arranging for marketing collaterals for branding of new products.
• Ensure maximum brand visibility to capture maximum market share.

Performance Analysis :

• Ensure strengthening of sales force by critically reviewing them using 'Numbers Speak'.
• Measure BIG thinkers and Challenging Guys who under take audacious targets in each sales layer.

Mentoring / Coaching :

• Mentors the First Line Manager / Area Manager team. Coaches and develops direct reports to enable them to be better mentors and coaches for their front-line sales teams.
• Develop requisite skills and guiding poor performers.
• To be a mentor for entire team in terms of sales process, adherence to SOP, compliance, performance.
• To make a strong & robust attitude driven team at every level & identify challengers who drive bigger agendas in the market place with more confidence and conviction

Budget ControlL

• Establishes and manages budgets, forecasts and reports. Scrutinizes regional expenses against budget.
• Develops cost control policies when necessary

Compliance :

• Uphold and ensure code of conduct and compliance to stat / regulatory norms
• Ensure adherence of the region of sales SOP
• Conformation to all financial and administration systems

Culture Building :

• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Being a role model for the organization's beliefs.
• Reinforcing organizational values.
• Ensuring that organizational ethics are defined, understood and practiced.
• Enabling two-way communications and feedback channels.
• Defining roles, responsibilities and accountabilities.
• Sustaining reward and recognition systems.
• Encouraging empowerment and teams.

(ref : iimjobs.com)