Zonal Sales Development Manager

Sales Development Manager

Overall Purpose Of The Job

Overall responsibility for the development and execution of all long and short term sales development strategies and sales process improvement initiatives ensuring growth objectives in the zone.

Drive innovative methods to achieve optimum market coverage, distributor capacity and productivity goals to ensure leadership in all categories.

Key Responsibilities

Sales Development Strategy

• Strategize, develop and implement PR India's Zonal Business through a high quality short and long term Sales development strategy to achieve/exceed the agreed sales objectives.
• Design and Implement robust models and processes to effectively and efficiently drive distribution presence and capacity
• Develop and implement strategies to manage and grow the distributor Channel Ecosystem in line with growth aspirations of the zone
• Develop new urban centres in the zone for launching products in line with the Corporate strategy
• Identified high consumer engagement opportunities using segmentation techniques – Modern trade and Premium retail focus. Adherence to activation in On-Trade.

Sales Improvement Process / Project Management

• Design and Implement processes for orientation of Sales Operations in the Zone to optimize the revenues and help in institutionalising reporting.
• Create an yearly plan of various zonal/regional projects in lines with discussions with the Zonal Head and implement them as per calendar plan
• Develop a robust activation plan for each region with a focus on SE wise target achievement within the timelines, continuously achieving the targeted increase in the Retail coverage in the zone. Track efficiencies & efficacy of activations.
• Analyze and implement changes in key/critical processes like Activation norms, market working norms-manning study, reporting formats, data assimilation and analytics.
• Facilitate launch of JDE sales order entry and SRS projects across the zone.
• Have a complete ownership of retail sales processes in the Zone.

Recruitment, Training and Performance Tracking of DSMs

• Streamline the DSM recruitment process emphasizing on recruiting the best talent amongst the industry
• Conceptualize and launch effective training and growth programs for all DSMs including retention & loyalty, productivity & capability enhancement and Reward & Recognition linking KPI's & objectives. Conduct classroom training on new brand launches for all states in the Zone
• Plan Individual appraisals of DSMs aiming at developing and building their capability based on supervisor feedback, KPI achievement and SE assessment study.
• Design the Quarterly Sales Incentive Plan based on KPI's for all regions.
• Ensure KPI communication and periodic tracking of DSM performance across the zones.

People Management

• Strong focus on people leadership dimension. Nurture, Grow and Manage functional talent.
• Set and build the vision, direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
• Selecting the best talent and ensure the skill development of the team to build their capabilities. Develop and implement employee performance management programs and employee reviews.

Key Interface

Internal

Finance Team Sales Team Marketing Team

Key Performance Index

• Design and drive sales improvement initiatives
• Facilitate launch of JDE sales order entry and readiness of SRS launch across the zone
• Design and implement robust recruitment, training, performance appraisals and Rewards & Recognition programs for outsources sales team
• Region-wise activation plan design and roll out
• Identify high consumer engagement opportunities
• SE capability building

Job Requirements

Qualifications:

Post Graduate in Management from a Premier B School

Experience:

• 10-12 years (To check) of overall experience with at least 12 years of successful track record in sales in a consumer brands organization is required. Experience in setting up processes/systems from scratch in a multinational organization would be ideal
• A charismatic leader with impeccable execution capabilities and people skills who can lead the sales team to the next level of growth challenges.
• A demonstrated track record of consistent performance with an innovative and non-conventional approach
• Strong in developing the right kind of distributor network inculcating high quality service standards and customer focus
• The candidate must be open to extensive travelling

Behavioral Competencies

• Strong interpersonal skills are crucial
• Highly-motivated individual with a competitive personality, target driven and strong attention to detail
• Motivating and empowering others - Creates a climate where the team want to do their best
• Dealing with Ambiguity - Handles risk and uncertainty comfortably and has good judgement on how new ideas will play out in the market

Leadership Competencies:

Result Orientation

• Measures and tracks key business results and processes to assess performance
• Effectively manages time by identifying and removing "time wasters" for self and teams
• Maintains composure and high performance standards in a challenging environment
• Actively shares lessons learnt from past experiences and knowledge of best

Entrepreneurship

• Challenges the status quo by thinking out of the box and taking educated risks
• Exemplifies a personal commitment and desire to achieve despite obstacles
• Gains commitment by highlighting areas of agreement and focusing efforts on resolving areas of disagreement

Live The Values

• Maintains and actively promotes the highest professional standards and translates values into understandable behaviors for others
• Demonstrates commitment to Corporate Social Responsibility (CSR) priorities by promoting Group and local initiatives
• Establishes a mutual trust environment by communicating in an honest, straight forward and transparent manner with colleagues at all levels
• Recognizes, rewards and celebrates individual success and appreciates the contribution of others

People Development

• Actively participates in creating motivating and realistic development and career plans for people
• Provides routine instructions and performance feedback to others
• Learns about Pernod Ricard's resources and processes for identifying and selecting talent

Strategic Vision

• Proactively participates in activities/projects that involve change
• Translates objectives into tactical action plan.
• Continually expands internal relationships to include additional key partners; begins to build external relationships
• Demonstrates an understanding of the various business areas and functions at Pernod Ricard (e.g., brand companies, market companies, regions)

Team Management

• Communicates in a way that motivates team members
• Facilitates the process of effective decision making among team members
• Encourages teamwork and collaboration by promoting openness and dialogue

Functional Skills:

Competency Name

Comments

Market and Environment

• Analyses external market data (including consumers and retailers panels) to adjust action plan
• Understands competitors strategy on his/her area of responsibility
• Makes daily business decisions through the understanding of key growth levers of the category
• Understands customer segmentation

Drive For Sales Results

• Sources and monitors appropriate data in order to track customer satisfaction level, portfolio distribution efficiency, Sales Force execution and Trade Spend effectiveness, including promotions
• Identifies the most appropriate set of KPIs that will allow to monitor properly more complex commercial activities (complex market, multiple BUs, multi role seller partnerships, multiple stakeholders,…)
• Proposes innovative solutions to overcome unforeseen barriers and to drive sales growth and ensure excellence in execution
• Recommends evolutions of commercial activities (incl. account investments, processes, resource allocation…) to optimise results delivery

Influencing