Delhi, India





Job ID


Be a part of a revolutionary change At PMI, we’ve chosen to do something incredible. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions. The total transformation we’re going through means that there are unique projects here to match all levels of skills and ambitions – from pace-setting global pilot projects to vital local updates. Whether you want to pursue a personal passion or build an international career, there’s space here to develop in any number of directions. To join us in you’ll need to be driven and equally happy whether you’re taking the strategic view or diving deep into processes. We'll make sure you're set up to succeed whatever your project is, our culture is agile and collaborative, and we genuinely believe our people are some of the best you’ll ever work with. Purpose of the role: Lead, manage, develop and motivate the Region Sales Force & distribution, to develop commercial sales strategies and successfully implement all commercial sales activities in order to achieve profitable volume and market share growth, whilst ensuring optimization of the region Sales Force organization structure. coordinating with JV Partner for driving volume coverage, ranging and new launch execution. To plan and conduct business potential growth in the regional projects and execute business strategy and planes for volume growth and visibility growth at POS in the respective regions / markets in coordination with the trade marketing and marketing teams. Principal Accountabilities: 1) Total IPM employees under direct supervision ASMs and RSA & ground staff members. 2) Engage with JV Partner sales force of RSM, SM, RSDM, ASMs along with managing AMs via IPM ASMs. 1.Driving Business through JV Partner: via regular interventions in meetings & Quarterly Business Reviews (with Management), JV Partner KSI reports, Workozy data and in-market reports to identify the gaps/opportunities in the market and formulate end to end action plans for the same. 2. Develop strategic & tactical trade programs to address the market needs and ensure delivery of target volumes. 3. Keep up the motivation of the FSF by driving various programs by ensuring high participation & engagement of the JV Partner team. 3.Identification of High Impact visibility/investment areas based on the market segmentation and development of clusters frequented by Legal Age smokers. 4.Stringent adherence to process & compliance reviews: work with and work behind reports. Periodic reviews of the existing processes to bring them up to date with current market needs / work load. Lead the development of Commercial Sales strategies through developing and proposing Region Sales plan and strategies for the Region, whilst leveraging Trade Marketing, Commercial Business Planning, and LAMP activities and plans. Advise on Sales targets for regions in terms of market share, volume, availability (handling, coverage and frequency) and visibility based on extensive National Sales plan. Ensure timely approval is sought and sufficient resources are obtained to implement approved plans. Continuously analyze the regional business environment and provide insights in order to contribute to the long term strategy development process 3Yr Commercial Plan, Is responsible to understand market driving factors, identify key issues and business opportunities and formulate Regional Commercial plan based on the findings and based on Year Commercial Plan. Prepare with short term tactical responses addressing unexpected regional business challenges. Quarterly Business review with JV partner JV Partner and align with the next quarter plans and support to drive business. Ensure timely and efficient implementation and ongoing review of the approved plan through clearly communicating the vision and the plans to all key stakeholders, with particular focus on key business drivers such as availability, stock weight, price, visibility and quality execution. Monitor competitors' activities, their structure and business and sales results, in coordination with JV Partner and create reports and insights based on the findings. Lead and guide the team setting a clear vision in terms of objectives, roles and structure to ensure delivery of sales volume and market share targets. Enforce efficient working place throughout the teams Select and recruit talented people. Build and manage effective field sales force capability for future growth by adequate coaching , managing performance and ensuring the availability of training opportunities and other resources in line with the competency gaps identified, delivering a highly skilled and competent team. Identifying, developing & coaching future talent pool. Oversee Sales Organization development's support of the Sales division to ensure timely identification of skills/competency gaps and to develop training solutions and projects to improve organizational capability in line with the overall strategies and vision for the Sales division. a) Support the National Sales Manager to successfully implement sales activities to achieve volume and market share growth. b) Manage relevant internal relationships including liaison with Sales strategy departments and other functions as well as developing and maintaining external relationships with key business partners. Co-ordinate and co-operate with all relevant areas to facilitate business goals. c) Monitor and ensure timely reporting on all relevant market information, to improve the company's understanding of trade developments and to provide an awareness leading to the development of appropriate strategies. d) Uphold corporate integrity and values while ensuring all activities comply with policies and procedures, including Sales Force Operating Policies and Procedures, local and federal/state laws and the international marketing code. e) Ensuring timely updates and status of Sales allowance against budgets, continuous review of the same and keeping in line with market requirement and budgets allotted. Skills & Competencies: Strong Analytical Skills (Verbal & Numeric Reasoning) - Resource Management (Gap Analysis) - Budgeting process - Business accumen - Project Management - Influencing Effectiveness - Advance Managerial skills - Knowledge of HR tools and work process (MAP/Talent Review) Personality & Attributes - Independent, confident and out-going personality - Self-motivated and result-oriented individual with high entrepreneurial spirit - Strong passion & commitment towards people development and service excellence - Innovative and inspiring, effective multi tasking skills and good coordination are highly desired qualities - Result-oriented individual strongly driven by customer approach - A team player who is able to work independently, efficiently and effectively across levels & functions 7 Behavior - To demonstrate key behavior and improvise on the same for self and for the team with continues feedback. Requirements: Educational Background: Post Graduation Degree in Sales & Marketing / Business Management preferred Experience: 8+ years of over all experience with high business acumen of FMCG sales environment, with multi channel exposure ( Retail / Dealer / MT). Proven experience in managing, leading, training and motivating a sales force.