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Job Location: Mumbai, Maharashtra / Summary:/ The Sales Director is responsible for developing sales strategy across all channels at national level, driving sales capability development & transformation agenda and implementing key interventions to drive efficiency in the Route-to-market across the Country. The Sales Director leads a team of Regional Sales General Managers, DGMs, ASMs, SOs and requires 20% travel. / Responsibilities:/ / Planning and Budgeting/ • Participate in the development of the Strategic plan developing the related sales strategy. providing inputs around resource allocation and growth potential • Provide inputs to the Country leadership team on the new trends in the market through the year and support them in identifying new and upcoming markets which can augment revenues. • Spearhead the creation of the overall Country sales and activation plan. • Conceptualize sales growth strategy across the regions and review go to market plans for the various products. • Prepare and monitor budgets for all the regions and track variances, actioning where require. / Sales Target Setting/ • Govern the sales target for all the region, approve the weighted or numeric target distribution: Review the distribution targets for each product and allocate targets to the team accordingly • Review trade plans and marketing activations jointly with the customer marketing team for all distributors and retailers based on the sales strategy and past trends • Evaluate feedback from field sales teams on the reception of brand promotions and brand discounts and work with marketing and trade marketing teams to improve sales performance • Approve and finalize plan of action and counter measures to mitigate anticipated challenges and the state of competition • Review sales targets for each geographical area, across all brands within the zone / Monitoring & Reviewing */ • Conduct weekly review meetings with RGMs and DGMs, brand and trade marketing teams on sales progress and details around activations and distributor management and provide guidance in case of areas / regions falling short of plan • Review performance of entire region across each zone and conduct regular performance review meetings with RGMs, DGMs and ASMs • Approve appropriate action plans for increasing customer value / customer satisfaction based on the market feedback shared by RGMs and DGMs • Conduct weekly to monthly check-ins of distributor performance based on pre-defined parameters of sales volume, revenue etc • Maintain relationship with strategic and high value distributors and guide the team in finalizing key negotiations / *Building and Leveraging Relationships */ • Network with key distributors and retailers in the region to understand their business requirements, expectations and any issues • Initiate innovative models to enhance client engagement: leverage relationships to gain relevant market intelligence / *Cross Functional Projects */ • Participate in GTM transformation agenda, provide inputs around changing business and consumer dynamics and provide sales related data where necessary • Participate in cross functional project teams (Training & Development, GTM and Analytics) and guide teams on implementation by setting up a plan and conducting periodic reviews • Lead the change management process and ensure company readiness to accept and adopt the changes in business and associated processes which arise due to the above steps / *People Management/ • Cascade overall functional goals for team, set up objective goals and conduct periodic performance reviews • Communicate regularly with team members to provide organizational/functional updates, resolve conflicts, create intra-functional work groups, etc. • Train, coach and mentor RGMs and DGMs on negotiation and consultative skills, geographic nuances, Hershey way of working • Conduct interviews for selecting right candidate for open positions / Key KPIs:/ • Volume of sales (INR) • Accuracy of forecasts • Margin • Brand building activities / POS activations • Attrition of manpower M/inimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:/ / Knowledge: */ • FMCG industry experience • Experienced in handling multiple categories • Experience in general trade sales • Knowledge of the market assigned / *Skills:/ • Good analytical and problem-solving skills • Good communication skills • Proficient in Microsoft Office applications • Excellent management, leadership and organizational skills • Exceptional customer service skills • Outstanding negotiation and consultative sales skills / Minimum Education and Experience Requirements:/ Education Graduate, MBA preferred Experience Experience 15+ years of Experience. Has worked in FMCG industry in sales before #LI-SW1