Head Of Ready To Drink

Main Purpose:

Lead the sales team in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational strategy.

Strategy And AOP

Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category
Implement & cascade action plan to the territory team to execute counter strategies
Strategize and brainstorm with RSM to drive sustainable growth objectives & re-align strategy where necessary
Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables

Productivity and Financials:
Monitor & manage trade discounts with TSOs month on month
Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability
Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.
Responsible for depot sales tracking & to assist RSM in strategic planning against data gathered on a monthly basis
Drive productivity optimization & motivation for SMs and RSMs through daily interaction; weekly meetings & setting smooth operating procedures
Assist RSM to ensure optimization of staffing requirements through liaison with HR Commercial Manager

Market Share:

Accountable for improving market share through the identification of untapped channels, new towns, brand and pack size & optimal rack productivity

Drive corporate marketing agenda with regional focus through customized local promotions

Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms
Analyze & propose promotions with positive financial impact through rationalization of brand plans

Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with RSM

Ensure execution of all merchandising, display & operational priorities across territories

Process Improvement:

Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
Build and maintain communication with Head Office/ Supply chain on product supply and POP related matters
Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders
Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs
Experience:
10-12 years of FMCG & Sales experience.
Manage frontline performers
Execute & operate business strategies
Thinking Skills- trend, data, events analysis to draw sound conclusions
Leading & Motivating others
High on integrity