AddressScrabble has been mandated to hire a Head of Sales and Marketing for a leading consumer brand based in Mysore.
Job Purpose:
Responsible for P&L, Sales revenues and Marketing development and implementation of an effective sales strategy for the business. Responsible for planning, reporting, quota setting and management, sales process optimization, integrated marketing strategy, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.
Key Accountabilities:
1. Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in line with Annual Business Plan (ABP). Create and plan yearly marketing plan with ROI analysis.
2. Responsible for GT and MTO channels. Expected to work with Ecom & Digital Head & share relevant market inputs & work towards Omni-channel presence of brands.
3. To direct the Sales team and establish sales targets brand wise, pack wise as per ABP, help them in breaking the same geographically, monthly, weekly & daily targets.
4. To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets.
5. Responsible for Consumer Marketing Initiatives and Brand management of wellness & lifestyle category brands. Develop & implement marketing strategy for new and existing products including campaigns, events, digital marketing, and PR.
6. To plan and implement local sales promotion, liaise with the 'Region specific sales' teams & the 'Analytics' team, to decide the Consumer Marketing Initiatives
7. To analyze stock movement/availability
8. Help board in developing long term pricing strategy to maximize variable margin through product/ territory/ pack mix decisions. Work towards reduction in cost with optimum quality of product development
9. Regularly have commercial review for profitability and working capital including debtors.
10. Have a clear focus on new channels like Institutions and Modern Trade, Digital, etc. to build Distribution, visibility, and volumes.
11. Decide the different ATL and BTL type of campaigns to be conducted across the year & the budget to be allocated for them. Achieve financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions for all Marketing activities
12. Work out a training calendar for all players in the Sales Organization and implement the same with the help of head - sales and training development
13. Achieve Turnover & Profit targets.
14. Recruit, Develop & retain quality manpower
Functional Competencies:
- Must be strong in Sales & Marketing Planning and Strategy, Sales & Marketing Concepts, Product Positioning, People Management, Competitive Analysis, Understanding the Customer & consumer, Product Development, Client Relationships
- Must have strong knowledge of distribution and sales networks, Knowledge of distributors and FMCG route to market
- Must have experience in leading campaigns end-to-end with solid knowledge of brand, thought leadership, targeting and segmentation, messaging and positioning, creative content, and marketing mix
- Must have excellent idea about the current trends & customer buying behaviour in the FMCG sector
- Very sound functional / business knowledge
