Cluster Head - Rest of Karnataka

KEY RESPONSIBILITIESBusiness GrowthAchieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&DDevelop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on targetReview the trade schemes, and monitor effectiveness and modify basis performanceLiaise with and manage Syndicates, retail and wholesale groups and be the first point of escalationsSales Planning & Inventory ManagementImplement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster levelLiaise with demand planning and supply chain to understand and address any supply constraints/ issuesChannel and Distributor ManagementEstablish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolioEnsuring ROI calculation and reporting for distributorEnsure timely collection of receivables from distributor, and inventory managementEnsuring productivity of the manpower on distributor payrollMonitor and track Secondary scheme processingStrengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handlingRetail EngagementEnsure periodic coverage of key customer groups and syndicatesCreate the CSM engagement initiative for the clusterCreate and own the retail engagement planEnsure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basisMarket Intelligence & Performance MonitoringRegularly conduct retail outlet audits to study market share movements and track market shareLead 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 shareGain 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 strategiesBrand Building & Demand GenerationReview efficiency and efficacy of expenditure undertaken for promotion and capturing market shareFinancial DisciplineEnsure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limitsLiaise with Finance team on formulation of credit policy for the respective marketRegulatory & ComplianceCoordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory complianceSupport in brand registrations, excise liasioningTeam LeadershipSet the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goalsLead the sales team keeping high levels of motivation & feedback with a view to build a motivated teamMobilising resources for availability for the tea...