Address Job Description :
Qualification: • MBA in Sales & Marketing
Experience: • 10 - 12 years experience preferably in spirits or FMCG (esp. paint) or Telecom industry
Knowledge & skills: • Knowledge of regional sales and operations with the following skills
- P&L Orientation
- Customer Management/Integration
- New Product Launch
- Team Management
Best suited for someone who• Would find challenge in building a business in a highly regulatory environment
- Has a powerful presence and inspires others
- Able to blend a drive for results with creating a motivational environment
- Is comfortable traveling extensively
1Sales Strategy
- Responsible for the entire cluster (part of geographic state or multiple states depending on business size) with respect to Sales and Market Share
- Lead the Sales Team (of 6 – 9 Team Leaders) and establish Distribution and Merchandising activities in line with Business Plan
- Be up to date with market movement and consumer preferences to look out for white spaces and develop plans to plug in the same accordingly
- Drive the Route to Consumer strategic priorities for the cluster
- Have a clear focus on channels like Modern Trade, General Trade and Premium Trade Outlets etc., to enhance distribution, visibility and volumes
- Plan future sales activities based on future growth plans and market data keeping the allocated budget in mind
2Analysis and budgeting
- Apportion sales budget to various branches based on profitability of the branch and market activity
- Ascertain Brand wise sales targets as per Business Plan
- Identify profitable products and design plans to capitalize on the same and increase market share
- Track competitor activity on a continuous basis and take action to counter competitor strategies
- Conduct sales analysis and accurately forecast stock requirement and coordinate with distilleries for the same
- Analyze Stock Movement based on secondary sales and have a complete control on inventory management
3People and Organization
- Coordinate with Trade marketing team to facilitate sponsorships and activities
- Ensure implementation of schemes(marketing & sales) and submit feedback on the same to the Regional Sales Head
- Manage external environment with respect to government and state policies
- Study sales reports prepared by Team Leaders; identify gaps if any and design plans to fill in the same
- Shortlist and prepare the list of vendors and distributors to be appointed, get necessary approvals on the same
- Coach and mentor the team; help design career path and facilitate people development activities
4Sales Operations
- Manage and ensure adherence to timely submission of all Cluster Sales reports and Team PJPs
- Critically evaluate and involve in assessment and tie up of Contracted outlets for volume & market share commitments
- Managing timely submission of team TERs, provisions, claims, SPPRs etc to ensure smooth resolution and payments.
Diversity statement
Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.
We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills, and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.
Worker Type :
Regular Primary Location:
Pune Additional Locations :
Job Posting Start Date :
2024-02-14 
