This is a senior role for our client based in the UAE which is a listed Indian CPG player with a turnover of ~600 million and a market leader in its products range.
Purpose of the Role : Scale international division revenues and improve the bottom line for the assigned region of (GCC) - Lead the Sales function for the international division - Retail (GT, MT) & Horeca - Set up the function with sales systems, processes, and technology - Partner with the India team and establish a strong sales structure - Establish a strong commercial and control structure - Streamline the day to day operations with keen attention to detail - Establish execution excellence in the structure.
Key Responsibilities: Business Index 1-Distributor appointment, management, and engagement with the retailer landscape 2- Driving sales targets (both primary & secondary) for the responsible markets and across all channels viz Retail (MT, GT, Online, etc.), Food Service. 3- Maintain/Gain market share leadership of the brand in all responsible markets 4- Lead for annual budgeting and closure with all distributors. Negotiate and close annual TME spend budgets. Topline (primary and secondary sales), bottom line & market share responsibility across all channels and segments. 6- Identify and plug areas of revenue and margin leakage. 7- Achieve budgeted saving targets in trade marketing expenses 8- Drive AOP sales of all product brand & health portfolios except the top brand 9- Lead for Channel wise, Account wise & Brand Wise bottom-up sales & TME planning. 10- Ensure implementation of the AOP/ distribution agreement as agreed with the distributor 11- Competition benchmarking & driving strategies to combat competition via promotions or NPD. 12- New product market development, initiatives, and launches 13- Ensure distribution and offtake of health portfolio. 14- Manage trade marketing spend effectively and evaluate all commercial proposals from distributors 15- Create new business pipelines & new market entry 16- Scale business with existing distributors. 17- Monthly/Quarterly business performance review with distributors & Management Lead and close conversation on TME disbursements with the finance team. 18- Government Liasoning ( Dubai Municipality, Min of Economy, etc.) and Tender Business
Customer index- 1-Effectively manage current distributors and on-board new distributors 2- Terminate non-performing distributors and appoint new ones. Appoint multiple distributors in existing geographies. 3- Set processes and systems for the effective distribution performance review 4- Lead all distribution communication 5- Appoint new distributors/ buyers across all the geographies other than core markets. 6- Drive distributors to achieve the targets 7- Drive internal and external teams to increase weighted and numeric distribution across the region. 8- Drive strategies to increase offtake from the shelf, including leading negotiations with marketing agencies. 9- Government liasoning for government tenders 10- Identify opportunities to expand HORECA and bulk segment by expanding sales network. 11- Ensure all new avenues of digital sales - such as Online & home delivery have fully collaborated. 12- Commercial lead for negotiation and closure with all new distributors and operationalizing the distributor agreement with them. People index:1) Manage sales team performance and retention for all markets 2- Create a robust sales people structure, sales systems, and controls 3- Drive sales teams to achieve the targets 4- Create and set processes for the sales structure and performance review 5- Recruit and mentor sales team to achieve business objectives. 6- Integrate systems with India business partners (internal team) to have effective sales systems and controls 7- Select and upgrade the distributor sales team including team selection, and replacement to drive focus on the brand. 8- Drive data-driven sales objective & sales analytics process in distributor and sales team management.
Skills
1. Should have exposure to FMCG, Distribution, and Trading Models and handled a like-wise business earlier with a minimum business size of 60-70million USD
2. Should have done distributor management and be very familiar with MT retail buyers. Experience having dealt with
MT, GT, TT
3. Should have a strong commercial sense
4. Should have GCC market exposure & familiarity with retailers working in Gulf.
5. Should have demonstrated change management in his current role from a process, people,
and structure perspective
6. Should be extremely comfortable and oriented with numbers
7. Should be hands-on with day-to-day operations
8. Should be strong in negotiations and conflict management
9. Good to have marketing and PR exposure
10. Should have worked in a flat and lean structure
11. Should have strong communication skills across integrated departments like finance, legal,
SCM, production, plants, marketing
12. Should have stable and long tenures in current and past organizations
13. Should have comfort in working in an ambiguous and changing environment
Value Attributes-
1- Should be detailed oriented
2- Should have keen desire to set up the function from the start
3- Should have a solution-based approach
4- Should be a self-starter and motivated
5- Should have a sense of urgency and desire to achieve results
Key Competencies
- Leadership – Ability to take the charge and lead the team
- Execution Excellence – Drive sales team granularly & consistently to achieve business objectives.
- Strategic Thinker – Ability to think 360 on the overall sales function
- Process Orientation – Ability to devise systems, processes, SOP
- Attention to Detail – Ability to evaluate complex data with accuracy, focus and make coherent deducements
- Number Orientation – Ability to read and analyze numbers and excel data
- Develop Relationships – Ability to develop good strong relationships with stakeholders
- Good Negotiation Skills - Ability to negotiate and close objectives with external stakeholders