AGM_ GM- Sales(40)

- JOB ROLE: To lead the business operation of the company by aligning the same to organizational strategic direction. Developing and implementing business plans in conjunction to the same. To also achieve and ensure the desired growth and market share objective of company for present and future by effectively leveraging resources. Essential job Responsibilities (Broad areas) List of Activities for complying with the Essential job responsibilities (In Details) Strategic Planning • Own all plans and strategies for developing business and achieving the company’s sales goals. • Assists in the development of the sales plan. Prepares forecasts and KPI reporting for the sales team, and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning. • Land and expand build process and funnel for manual top-down reach out, on boarding, activation, and expansion. • Evangelize the product and personally help close largest deals. • Work collaboratively across teams - including Engineering, Product and Marketing • Establish the inbound lead requirements needed to meet your sales objectives. • Establish and foster partnerships and relationships with key customers both externally and internally. • Motivate and energize the staff to make proactive decisions in all their communications with customers. Business Intelligence • To be vigilant about market intelligence which might affect current and future business prospects specifically w.r.t. industry, allied sectors, investments, local development information, changes in statutory laws etc. • Assess the competitive landscape and institute changes to the sales program in response to competitors’ changes. • To obtain information about competitive activities in the market, develop strategies to overcome the same and guide the team to steer through the same- o Prices, schemes, route to market, relationship health of channel partners. o New product plan/launch. o Promo /marketing activities. Business Planning • Plan and manage business expansion thru brand visibility and brand led business share. • Plan and manage extraction of targeted business thru various verticals like channel, relationship & key accounts. • Plan and align the Sales Department with organization’s unique strategy in Beverages. • Sales planning as per trend, capacity and sourcing plan. • Define the engagement plans (seminar, meets etc) for key accounts and Channel Partners for business expansion. • Plan and organize infrastructure requirements to support the present and future business needs. Team Mentor • Acting as a mentor to Sales team • Interface with HO on approvals. • Addressing HR issues for the team • Drive manpower needs and recruitment. • Conflict management within inter / intra depts. Motivating, Training & Development • Ensure a healthy work environment for people to perform efficiently. • Setting up of the Sales KPIs and driving them to ensure sales target achievement of primary and secondary sales, market coverage, SKUs coverage etc • Create and advertise weekly, monthly and quarterly sales goals and keep all executives apprised of the progress. • To plan and develop competencies in the team (e.g., analytical abilities, selling skills, team management etc) with special focus on Regional Sales Manager and Sales Manager. • Performance review of employees and their appraisal for all the branches and feedback. • Training Need Analysis for the team members in assistance with the team of Regional Sales Manager and Sales Manager. • Implement a sales training and orientation program to educate new hires as our company grows Sales • Ensure achievement of the overall sales targets of the company. • Drive thru RSM’s & SM’s, the Implementation of the following strategies- o Channel expansion –Quality and Quantity. o Demand generation in all sectors thru channel. o New market penetration. (Villages) o Horizontal and Vertical Expansion. o Lead generation & conversion. • Drive focuses products – New business as per key result areas for the period as per management strategy. • To proactively coordinate and contribute to sales deliverables of KAM. • Devise market/product specific schemes for the territories with a view to achieve competitive edge in the market. • Resolve conflicts with partners. • Ensure SGA and OYA volume expansion. Implementation of Sales Expansion Tools. • Ensure implementation of RED. • Launching of different Software’s related to Sales and Marketing, • Ensure DMS is used by maximum number of distributors. • Plan and organize Distributors infrastructure requirements to support the present and future business needs. Operation Controls & Improvement • Reviews – Ensure Daily/ weekly /monthly review as planned and take corrective actions. • Outstanding control – Personally monitor all outstanding of more than acceptable credit period in addition to reviewing overall collection efficiency. • Inventory control- o Manage and control stocks within norms as per standards. o Periodic clearance of stocks with close expiry dates. • Manage discounts, Schemes in the best interest of the company and ensure fast & correct credit notes. • Expense control – within Limits. Find suitable ways of limiting expenses as per benchmarks.