Cluster Head - Rest of Karnataka

Key Responsibilities:

• 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.
• Ensure ROI calculation and reporting for distributor.
• Ensure timely collection of receivables from distributor, and inventory management.
• Ensure productivity of the manpower on distributor payroll.
• Monitor and track secondary scheme processing.
• Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and be 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 are delivered as per the norm on a 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 liaisoning.

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 and feedback with a view to build a motivated team.
• Mobilize 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