KEY RESPONSIBILITIES
Business Growth
- Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&D
- Develop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target
- Review the trade schemes, and monitor effectiveness and modify basis performance
- Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations
Sales Planning & Inventory Management
- Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level
- Liaise with demand planning and supply chain to understand and address any supply constraints/ issues
Channel and Distributor Management
- Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio
- Ensuring ROI calculation and reporting for distributor
- Ensure timely collection of receivables from distributor, and inventory management
- Ensuring productivity of the manpower on distributor payroll
- Monitor and track Secondary scheme processing
- Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling
Retail Engagement
- Ensure periodic coverage of key customer groups and syndicates
- Create the CSM engagement initiative for the cluster
- Create and own the retail engagement plan
- Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis
Market Intelligence & Performance Monitoring
- Regularly conduct retail outlet audits to study market share movements and track market share
- Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share
- Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies
Brand Building & Demand Generation
- Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share
Financial Discipline
- Ensure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limits
- Liaise with Finance team on formulation of credit policy for the respective market
Regulatory & Compliance
- Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance
- Support in brand registrations, excise liasioning
Team Leadership
- Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
- Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team
- Mobilising resources for availability for the team
- Work with individuals in order to develop them for increased responsibility
INTERACTIONS
INTERNALLY:
- Sales Team of the Region
- Commercial Finance
- Commercial Marketing and Activation Teams
- Region Head
- Zonal Demand Planner
- Zonal Sales and Development Manager
- Supply Planning Team
- With Manufacturing for holograms and label registration
EXTERNALLY:
- Customers
- Distributor/ Channel Partners
- Excise Officials
- Consumers
Job Posting End Date:
2026-07-24
Target Hire Date:
2026-05-15
Target End Date:
