Associate Director, Sales | ZSH

Key Deliverables in this role :

Financial Outcomes

Drive profitability for the region by focusing on P&L, deliver on revenue targets and process parameters and drive business from new categories.

Anchor sales action planning / review (forecast), action implementation and drive communication in the region to enable delivery of sales revenue and market share goals for the region in line with the agreed cycle plan :

Customer Service

Lead and drive best-in-class market execution, partnering with the HQ sales team

Maintain and broaden the customer base by cultivating and nurturing relationships with crucial customers and identifying new opportunities for growth.

Engage with trade partners to deliver business results and ensure sustained growth in the region.

Internal Processes

Develop GTM strategy including distribution strategy, market segmentation, value proposition, product messaging, market intelligence, sales plan, tech enablement, channel focus initiatives, schemes, and growth plans for the region in

line with business strategy.

Identify gaps in distribution / GTM in region (through market intelligence and competitive benchmarking) and develop strategy to effectively reduce these gaps

Analyze sales trends in the region - by DB, stockist, brand, SKU etc. to ensure continued growth and take corrective action where required in collaboration with brand teams.

Innovation and Learning

Gather competitive intelligence to ensure competitive pricing of all products, stay abreast of market trends, competition in BTL and respond swiftly

Drive adoption and utilization of digital tools and technologies across the sales team.

Build, retain and groom front end sales team to deliver on business goals

Critical success factors for the Role :

MBA with 12-15 years of relevant work experience in reputed FMCG companies

Significant team management experience at large business scale / category / geography

Desirable success factors for the Role :

Proven experience in driving sales and distribution strategy in India.

Experience of having worked in at least 2 geographies in India(West preferably) in sales leadership roles.

Experience of working in an organization where sales automation and analytics is matured.

Experience in Trade marketing / Sales Capability / Alternate Channels besides GT sales could be an added advantage.