National Sales Development Manager

JOB ROLE :

National Sales Development Manager

REPORTING TO : Head- Trade Sales

TYPE OF ROLE : People Management Role

LOCATION : Corporate Office, Mumbai.

BU/ DIVISION : Sales Development

JOB PURPOSE

Spearhead the GTM & distribution, sales IT & analytics and sales capability functions for both urban & rural for the sales organization consumer products.

KEY RESPONSIBILITIES

Lead designing and executing the Go to Market Strategy for Urban and Rural geographies

• Demand capture/ demand fulfilment/ demand generation.
• Own urban design and deployment planning/ won rural pilots/ expand distribution for BEL in a profitable and sustainable manner.
• Increase weighted/ numeric distribution for all categories/ geographies.
• Work with startups to leverage best practices in market for demand capture and demand fulfilment.
• Alternate distribution models/ hybrid distributor models
• Distributor margins optimization/ drive margin ROIs and performance

Lead Net Revenue management for the organization

• Deploy the NRM pillars like pricing/ product mix/ promos for maximizing top line and bottom line.
• Own the same for all categories.
• Work closely with product managers/ fin to drive the same.

Lead Sales Capability agenda

• Designing and execution of sales related modules and capability framework.
• Create digital modules for training of sales force.
• Design assessment structures for sales teams /DSOs/TSMs/RMs/other channel resources.

Lead Sales Strategy/Leadership projects

• Company rebranding across all channels.
• Tech integration on customer channels.
• Geography focused projects like growing south as a geography.
• Driving assortment/ same store growth agendas.
• Drive the B2B tech/ apps to improve cost to serve problems/ opportunities.

Designing and execution of right Reward programs for Customers / Sales force / DSOs/ISPs

• Design and drive goals and annual objectives for all sales functional roles on all business metrics.
• R&R program for DSOs| digitize the same with SFA| ensuring organization KPIs are drive via R&R program.
• Design DBTs for R&R for DSOs| tie up with right agencies in market.
• Designing and driving customer/ distributors Performance programs.
• KRA driven programs for ISPs/ISDs| SFA productivity of ISPs/ISDs.
• Drive new BEL Sales Force Incentive programs.

Lead the team of region trainers to drive all training agendas in market with all stakeholder powerful insights/ call to action based decision making analytics.

Lead Business Analytics & New Tech deployment

• Deploying Cloud DMS based analytics.
• DMS analytics usage.
• GPS FOS – order taken at store point| vs orders.

Power BI deployment

• Anywhere /anytime deployment.
• Train sales teams on usage.

Establishing CRM for various stakeholders

• Influencers| Distributors | Sales Teams | DSOs | Retailers | Leadership.
• Tracking performance anytime anywhere | Spotting opportunities | Fixing gaps.
• Training all stakeholders digitally | Setting the tech for the same | Focus on NPDs/Commercialization.

Advance Analytics - Creating Powerful insights /Call to Action based insights for Sales Teams/Leadership on a real time basis | Do this across channels

• Setting up Power BI for all the KPIs.
• Leveraging Cloud DMS for the same.
• Incentive tracking for DSOs R&R / ISDs – drive call to action discussions.
• Establish tools which all stakeholders can use for their spans| on the go |anywhere.

EDUCATIONAL QUALIFICATIONS: MBA/ PGDM

WORK EXPERIENCE

7-10 years post qualification work experience in distribution/ sales capability role

NO OF REPORTEES

Regional Manager- Sales Development