Cluster Head - Rest of Karnataka

KEY RESPONSIBILITIES

Business Growth

• Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of 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. DSO to be within limits

• 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 liasioning

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

• Mobilising resources for availability for the team

• Work with individuals in order to develop them for increased responsibility

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

• Consumers

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