Cluster Head - Rest of Karnataka
KEY RESPONSIBILITIES
Business Growth
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Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&D
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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
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Review the trade schemes, and monitor effectiveness and modify basis performance
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Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations
Sales Planning & Inventory Management
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Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level
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Liaise with demand planning and supply chain to understand and address any supply constraints/ issues
Channel and Distributor Management
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Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio
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Ensuring ROI calculation and reporting for distributor
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Ensure timely collection of receivables from distributor, and inventory management
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Ensuring productivity of the manpower on distributor payroll
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Monitor and track Secondary scheme processing
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Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling
Retail Engagement
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Ensure periodic coverage of key customer groups and syndicates
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Create the CSM engagement initiative for the cluster
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Create and own the retail engagement plan
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Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis
Market Intelligence & Performance Monitoring
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Regularly conduct retail outlet audits to study market share movements and track market share
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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
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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
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Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share
Financial Discipline
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Ensure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limits
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Liaise with Finance team on formulation of credit policy for the respective market
Regulatory & Compliance
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Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance
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Support in brand registrations, excise liasioning
Team Leadership
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Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
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Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team
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Mobilising resources for availability for the team
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Work with individuals in order to develop them for increased responsibility
INTERACTIONS
INTERNALLY
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Sales Team of the Region
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Commercial Finance
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Commercial Marketing and Activation Teams
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Region Head
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Zonal Demand Planner
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Zonal Sales and Development Manager
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Supply Planning Team
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With Manufacturing for holograms and label registration