Lucknow, India





Job ID


PURPOSE OF THE ROLE: Lead, manage, develop the Cluster by motivating the Sales team, developing commercial sales plans and successfully implementing all commercial sales activities in order to achieve profitable volume and market share growth. Liaising with our JV Partner for driving volume coverage, ranging and new launch execution. To execute the business strategy of the Cluster for volume growth and visibility growth at POS in the respective Cluster / market in coordination with the trade marketing and marketing teams. PRINCIPAL ACCOUNTABILITIES: 1. a) Total Annual Volume (mio):250-350 mio b) Total IPM employees under direct supervision 2-3 ASM/ASE and 14-18 TSEs c) Engage with JV Partner sales force of SM, RSDM, ASMs along with managing AMs via the organization’s ASMs/ASEs. 2. a) Driving Business through JV Partner: via regular interventions monthly meetings & Quarterly Business Reviews (with Management), In-market reports to identify the gaps/opportunities in the market and formulate end to end action plans for the same. b) Keep up the motivation of the organization and JV Partner’s FSF by driving the ‘Invincibles' program (recognition & rewarding of high performers) by ensuring high participation & engagement of the JV Partner team. c) Identification of Growth opportunities and High Impact visibility/investment areas based on the market segmentation and development of clusters frequented by LA 24 smokers. d) Stringent adherence to process & compliance reviews: work with and work behind reports. Periodic reviews of the existing processes to bring them upto date with current market needs / work load. 3. Assist the RSM in developing the Commercial Sales plans - through the development of Cluster plans, whilst leveraging Trade Marketing, Commercial Business Planning, and activities and plans. Advise the RSM on Sales targets for the Cluster in terms of market share, volume, availability (handling, coverage and frequency) and visibility based on extensive market insights. Continuously analyze the Cluster business environment and provide insights in order to contribute to the long term strategy development. Is responsible to understand market driving factors, identify key issues and business opportunities and formulate Cluster Commercial plan based on the findings and in line with overall Regional plans. Prepare with short term tactical responses addressing unexpected regional business challenges. Quarterly Business review with JV partner and align with the next quarter plans and support to drive business. 4. Ensure timely and efficient implementation of the approved plan through clearly communication of 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. 5. Lead and guide the team of ASM/ASE by 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. 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. 6. a) Support the RSM to successfully implement sales activities to achieve volume and market share growth of the Cluster. b) Manage relevant internal relationships, including liaison with Commercial 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) Uphold corporate integrity and values while ensuring all activities comply with PM policies and procedures, including Sales Force Operating Policies and Procedures, local and federal/state laws and the international marketing code. SKILLS AND COMPETENCIES: EDUCATION: MBA from Premier college WORK EXPERIENCE: 5+ years of overall 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.