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Position Title: Sales Operations Manager

Function: Sales

Educational Qualification: MBA

Experience: 7- 10 years post MBA

Desired Competencies:

Should have an understanding of channel S&D operations
Understanding of the Sales function in FMCG industry
Negotiation Skills
Clear market and consumer understanding
Must have good Leadership skills, Communication skills, and Basic IT skills
Analytical and Articulate
Ability to lead , manage and develop a team towards functional goals
To remain self driven at all times – to keep the moral of the team high and encourage the channel partners from time to time.

Key Responsibilities:

Defining Monthly / Quarterly directions for the Sales Team by Sensing new opportunities and implementing the right infrastructure requirements

Firm up Sales Development plan for the year based and build the plans at a PJP level. Ensure that the sales infrastructure in the assigned areas meets defined norms.
Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects. Finalize activity plan and individual Territory Heads itinerary at the depot meeting based on month/ business objectives and ensure communication of these to the sales field force,

Coaching and Capability Development

Coach the Territory Heads on the Sales Execution and Territory Management
Ensure complete staffing
Set KRA for Self and team in line with organisation priorities and ensure cascade of company objectives within team and with channel partners
Conduct mid year discussions and provide feedback to Territory Heads
Assign ratings and discuss the BAT assessment with the employee.
Identify Learning and Development areas for the team and lead implementation of the Sales Training Program developed by Sales Capability.

Manage Distribution Systems

Dialogue with A/Ws to expand coverage of CRS systems.
Work closely with regional Replenishment team to ensure compliance with receivable norms and improvement in related systems.

Manage Sales Development & Trade Marketing requirements for the geography

Draw out S&D/ business/ Territory Heads contact priorities for the month, monitor Field Force activity
Ensure that Sales Support Activities are executed with excellence by designing a visibility plan and setting up visibility standards for Key and other General Trade accounts.
Shortlist Trade promotion alternatives , arrive at mechanism options and operation period. Submit Proposal in pre-defined format. Measure activity performance at periodic intervals on objective parameters. Check for adherence of A/W claims to initial Trade Promotion and sign off claim settlement.

New Product Launch

Work closely with the Brands team to Identify activation opportunity with respect to a brand, occasion or an event Design and Trade Activation plan and their execution
Communicate to the Team on the final codification, facilitate roll-out in the market place and track progress for the same.

Commercial Management

Handle Trade Promos (Design and Execution), Business Solution Development, Annual Budgeting (Sales Budget), Customer Complaint Handling, and Market Returns.
Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion’s Scorecard and discus Sales MIS and the Champion’s Scorecard with the Team.
Allocating Merchandising Spends and other Overheads Management

Britannia Hiring for Sales Operations Manager Job at Patna