Oversee monthly and annual sales of Out Of Home channels and meet targets in volume and value sales in line with business forecasts and ensure profitability, visibility outlet coverage and sale system productivity.

Roles & Responsibilities

• Achieve maximum distribution of all IFFCO categories at the customers.
• Achieve monthly budgets in line with the annual budget.
• Adopting strategy for executing & implementing the plan with proper persuasiveness.
• Analyze customer portfolio identify new SKU and new business potential.
• Close collaboration with business units (NPD, special pricing, and solutions) in delivering the fruitful support to the team.
• Conduct weekly sales meeting with the channel sales team.
• Coordination with BU, Planning & SC to ensure smooth activities for the sales.
• Develop contractual business at Key Out Of Home Companies.
• Develop strategic plans to ensure growth across all areas of the channel, ensure strategies are shared with team and monitor against implementation.
• Develop the Other business areas within the channel.
• Developing the annual and monthly sales plan, Product, Volume and Value wise.
• Direct involvement in BD, visits with sales force, periodical business review with Customers.
• Ensure Brand objectives are met as per the guidelines of Iffco one/BU.
• Ensure sales team has the necessary resources/tools to perform properly.
• Ensuring sales targets set and achieved for team as part of the wider team budgets.
• Establish cooperative, productive relationships with key accounts/ cross roles in order to be in control of the customer and strategy towards the correct product/solution approach resulting in sales.
• Establish route / journey plans for each of the Sales Representatives to ensure all the customers are serviced & the must stock list are available in the store / van at any particular time.
• Establishing effective business relationships with executive decision makers in key accounts & Out of Home customers. Coordination with BU on new product’s development.
• Follow customer payments and overdues and intervene where necessary to overcome problems.
• For implementing & leading the team in values cascading down the organization.
• Identify and establish new routes to increase sales and market coverage.
• Market knowledge and its potential in order to drive the managing channel and look for opportunities and possibilities/competition knowledge and awareness to develop the correct strategies to the market/basics of the overall economic situation.
• Monitoring the team in managing customer’s overdues and returnable, approaching problematic customers in cooperation with account team.
• Participating in trouble shooting of Short expiry items with team spirit.
• Planning & developing a business development strategy for achieving sales & payment recovery goals.
• Provide forecasts for contractual business.
• Regularly review SR wise sales performance and customers purchase performance to ensure market share is maintained.
• Set up correct targets for the team by evaluating each member’s area and potential in its market (in alignment to measurable targets of total forecast and budget).

KPIs

• Sales target (value, volume, margin)
• Value Share increase
• New Customers
• New Products Launched
• Budget Variance

Work Experience Requirement

• 8 to 10 years’ experience in similar role in the assigned market, with Out Of Home channel management.
• Minimum of 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

• Bachelor degree in business or management related field.
• MBA degree in business or management related field plus Sales certifications

Competencies