- Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of Activations & Distributions (A&D).

- Develop a strategy to Beat the market.

- Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target.

- Review the trade schemes, and monitor effectiveness and modify basis performance.

- Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations.

Sales Planning & Inventory Management:

- Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level.

- Liaise with demand planning and supply chain to understand and address any supply constraints/ issues.

Channel and Distributor Management:

- Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio.

- Ensuring ROI calculation and reporting for distributor.

- Ensure timely collection of receivables from distributor, and inventory management.

- Ensuring productivity of the manpower on distributor payroll.

- Monitor and track Secondary scheme processing.

- Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling.

Retail Engagement:

- Ensure periodic coverage of key customer groups and syndicates.

- Create the CSM engagement initiative for the cluster.

- Create and own the retail engagement plan.

- Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis.

Market Intelligence & Performance Monitoring:

- Regularly conduct retail outlet audits to study market share movements and track market share.

- Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share.

- Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies.

Brand Building & Demand Generation:

- Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share.

Financial Discipline:

- Ensure healthy cash flow for the organization, and adherence to the credit policy as decided.

- Liaise with Finance team on formulation of credit policy for the respective market.

Regulatory & Compliance:

- Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance.

- Support in brand registrations, excise liaisoning.

Team Leadership:

- Set the direction and an innovative consumer facing culture in the team by managing.
individual and team performance expectations and goals.

- Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team.

- Mobilizing resources for availability for the team.

- Work with individuals in order to develop them for increased responsibility.

QUALIFICATION: Preferably MBA with 8-12years of experience from Tier 1 and 2 College.

INTERACTIONS:

INTERNALLY:

- Sales Team of the Region.

- Commercial Finance.

- Commercial Marketing and Activation Teams.

- Region Head.

- Zonal Demand Planner.

- Zonal Sales and Development Manager.

- Supply Planning Team.

- With Manufacturing for holograms and label registration.

EXTERNALLY:

- Customers.

- Distributor/ Channel Partners.

- Excise Officials.