Deputy General Manager

Responsibilities:  

Sales Target Setting:

• Drive the sales growth agenda for the allocated zones allocated and drive sales and transformation for the RO (branch)
• Define the sales target for the zone, decide the weighted or numeric distribution: determine the distribution targets for each product and allocate targets to the team accordingly
• Align with brand teams on allocation of priority distributors for each brand, and the activation for each product across brands
• Provide inputs on trade plans and marketing activations carried out across all distributors and retailers based on the sales plans and past trends
• Gather feedback from the ASMs and ASEs on the reception of brand promotions and brand discounts and relay back the feedback to marketing team and trade marketing team on outlets to push sales agenda
• Analyze market research data to forecast state of competition and the anticipated challenges and prepare plan of action and countermeasures
• Assign each ASM sales target for each allocated area, across all brands within the zone

Monitoring & Reviewing:

• Conduct weekly review meetings with ASMs and SOs on sales progress and details around activations and distributor management and provide guidance in case of areas / regions falling short of plan
• Participate in weekly review calls with Regional General Manager
• Compile and analyze sales figures, conduct performance review meeting and present overall geographic zone results
• Develop appropriate action plans for increasing customer value / customer satisfaction based on the cumulative feedback of the ASM / ASE / SOs from their market visits
• Oversee distributor performance based on the pre-defined parameters of sales volume revenue etc. and understand issues faced by the distributors
• Oversee and finalize critical negotiations with distributor partners and retailers on point of sales activations, execute and evaluate POS level activations

People Management:

• Cascade overall functional goals for team, set up objective goals and conduct periodic performance reviews
• Communicate regularly with team members to provide organizational/functional updates, resolve conflicts, create intra-functional work groups, etc.
• Train, coach and mentor each area sales manager on negotiation and consultative skills, geographic nuances, way of working
• Conduct interviews for selecting right candidate for open positions

Requirements:

• Education: Graduate, MBA preferred
• Experience: 10-12 years of Experience. Has worked in FMCG industry in sales