Position
Organizational Unit: Market India
Department: Sales
Subsidiary/country: India
Direct Reporting Line to: Key Accounts – Manager CPC-B2B
Indirect/secondary reporting line: NA
Key interfaces in Global: NA
Key interfaces in Market: Sales, Retail, SCM
Location: Gurgaon, India
GSMS Grade: M4
Personnel Responsibility: YES
Budget Responsibility: Sell -In & Sell out from CPC-B2B Channel partner accounts to
enable Net Sales growth
Purpose/Mission
This role will be responsible for driving Sell In and sell outs from assigned B2B channel (CPC), increase Market share for the brand, Relationship with front-end teams, Government organizations, Partner store teams & their stakeholders. Strong relationship management with government officials. Further the incumbent will lead the Planning + execution of business right which will include product listing, price restructuring, forecasting of product and business, ensure efficient planning + executing In-season priorities at the Point of Sale including VM and optimal representation of the brand as per guidelines. The role will also be accountable for maintaining & periodic reporting of sell In & Sell out data in prescribed formats, building growth oriented monthly/annual sell out plans, providing vital market & consumer intelligence and improve overall quality of business and brand representation at various Points of Sale under the OTG strategy construct.
Key Responsibilities
Functional:
Responsible for achieving assigned sales quota (Sell -in) on a periodic basis (Daily, Weekly, Monthly, Quarterly & Annually) and driving the performance of the overall Ops team of the partner. Track, drive & report to relevant internal stakeholders on brand market share, competitive initiatives, partner initiatives at stores & qualitative consumer insights Develop and execute strategies with internal stakeholders – Channel Head to deliver seasonal priorities and drive best representation at various PoS. Drive new business opportunity via large government Tenders from time to time. Drive strong relationships with the Front-end ops team of the partner and also the government organization to enable high sell-in and sellout. Periodically report, as per prescribed formats and requirements, sell-in & sell out performance to internal stakeholders. Create and execute a review mechanism. Plan & execute along with internal stakeholders and Ops team members on periodic front-end staff training as required each season basis the training calendar Ensure strong forecasting of sell out performance and periodically review the performance with external partners and internal stake holders. Provide inputs and insights to Channel Head on consumer, competition, and product performance. Ensure weekly & monthly priority alignments with stake holders to optimize sales performance of the account. Ensure adherence of all front-end team members to the policies and norms of the brand as laid out.
Controlling.
To measure progress on set KPIs. To measure progress of team members against set KPIs To report to all superiors To monitor all reports To monitor and report on customers and competitors initiatives, and propose/execute actions To provide realistic plans and forecasts on sell In and sellout performances
Professional background:
Functional: > 8 to 15 years’ experience in sales, exposure to manage big partners in Government CSD/CPC/Corporate or schools. Industry: ideally in apparel/fashion/shoes, FMCG or FMCD Leadership: 1-2 years Exposure: Sports, Sales, retail and exposure to government business.
IT and Language skills
Outlook: basic Word: advanced Excel: advanced PowerPoint: advanced English: advanced Local language: Fluent
Educational Background:
MBA in business / Marketing and sales focus