Manager-Sales (OOH)

• Achieve maximum distribution of all IFFCO categories at the customers.
• Achieve monthly budgets in line with the annual budget.
• Adopting strategy for executing & implementing the plan with proper persuasiveness.
• Analyze customer portfolio identify new SKU and new business potential.
• Close collaboration with business units (NPD, special pricing, and solutions) in delivering the fruitful support to the team.
• Conduct weekly sales meeting with the channel sales team.
• Coordination with BU, Planning & SC to ensure smooth activities for the sales.
• Develop contractual business at Key Out Of Home Companies.
• Develop strategic plans to ensure growth across all areas of the channel, ensure strategies are shared with team and monitor against implementation.
• Develop the Other business areas within the channel.
• Developing the annual and monthly sales plan, Product, Volume and Value wise.
• Direct involvement in BD, visits with sales force, periodical business review with Customers.
• Ensure Brand objectives are met as per the guidelines of Iffco one/BU.
• Ensure sales team has the necessary resources/tools to perform properly.
• Ensuring sales targets set and achieved for team as part of the wider team budgets.
• Establish cooperative, productive relationships with key accounts/ cross roles in order to be in control of the customer and strategy towards the correct product/solution approach resulting in sales.
• Establish route / journey plans for each of the Sales Representatives to ensure all the customers are serviced & the must stock list are available in the store / van at any particular time.
• Establishing effective business relationships with executive decision makers in key accounts & Out of Home customers. Coordination with BU on new product’s development.
• Follow customer payments and overdues and intervene where necessary to overcome problems.
• For implementing & leading the team in values cascading down the organization.
• Identify and establish new routes to increase sales and market coverage.
• Market knowledge and its potential in order to drive the managing channel and look for opportunities and possibilities/competition knowledge and awareness to develop the correct strategies to the market/basics of the overall economic situation.
• Monitoring the team in managing customer’s overdues and returnable, approaching problematic customers in cooperation with account team.
• Participating in trouble shooting of Short expiry items with team spirit.
• Planning & developing a business development strategy for achieving sales & payment recovery goals.
• Provide forecasts for contractual business.
• Regularly review SR wise sales performance and customers purchase performance to ensure market share is maintained.
• Set up correct targets for the team by evaluating each member’s area and potential in its market (in alignment to measurable targets of total forecast and budget).

KPIs

• Sales target (value, volume, margin)
• Value Share increase
• New Customers
• New Products Launched
• Budget Variance