Position: Head of Sales & Marketing
Location: Mysore
Experience: 15+ years
Education: MBA or equivalent from a reputed Tier A institute (Preferably in Sales & Marketing)
Key Responsibility:
- Develop and execute sales strategies to increase market share and profitability sustainably, aligning with the Annual Business Plan (ABP). Formulate a yearly marketing plan with ROI analysis.
- Oversee GT and MTO channels, collaborating with the E-commerce & Digital Head to integrate market insights and drive the omni-channel presence of brands.
- Lead the Sales team, setting brand and pack-specific sales targets according to the ABP. Assist in breaking down targets geographically and establishing monthly, weekly, and daily objectives.
- Motivate and guide the Sales team to achieve coverage, distribution, and display goals in line with sales targets.
- Manage Consumer Marketing Initiatives and Brand management for wellness & lifestyle categories of Client, overseeing the development and implementation of marketing strategies for both new and existing products, including campaigns, events, digital marketing, and PR.
- Coordinate local sales promotions, collaborating with region-specific sales teams and the Analytics team to determine Consumer Marketing Initiatives.
- Analyze stock movement and availability.
- Assist the board in formulating a long-term pricing strategy to maximize variable margins through product, territory, and pack mix decisions. Focus on cost reduction while ensuring optimal product quality.
- Conduct regular commercial reviews to evaluate profitability and working capital, including debtor management.
- Prioritize new channels such as Institutions and Modern Trade, Digital, etc., to enhance distribution, visibility, and volumes.
- Determine the appropriate mix of ATL and BTL campaigns throughout the year and allocate budgets accordingly. Achieve financial objectives by preparing an annual budget, monitoring expenditures, analyzing variances, and implementing corrective actions for all marketing activities.
- Develop a training calendar for all Sales Organization members and implement it with the assistance of the head of sales and training development.
- Attain Turnover & Profit targets.
- Recruit, develop, and retain high-quality personnel.
Functional Competencies
- Must be strong in Sales & Marketing Planning and Strategy, Sales & Marketing Concepts, Product Positioning, People Management, Competitive Analysis, Understanding the Customer & consumer, Product Development, Client Relationships
- Must have strong knowledge of distribution and sales networks, Knowledge of distributors and FMCG route to market
- Must have experience in leading campaigns end-to-end with solid knowledge of brand, thought leadership, targeting and segmentation, messaging and positioning, creative content, and marketing mix
- Must have excellent idea about the current trends & customer buying behaviour in the FMCG sector
- Very sound functional / business knowledge
Behavioural Competencies
- Strategic Orientation
- Performance and Accountability
- Leading Teams
- Communication & Listening
- Negotiation
- Decision Making
- Entrepreneurial Mindset
- Planning and Organizing
- Flexibility and Adaptability
- Mentoring and Coaching
