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RSM West (Alco Bev)
- Ensure consistent, profitable growth in sales revenues through positive plannin
- Identifies objectives, strategies and action plans to improve short- and long-te
About Our Client
The client is rooted in centuries of family heritage, evolving into one of the world's leading premium spirits companies where each employee is treated like family and trusted with a legacy. With their greatest assets - their premium spirits and their people - they are driving growth through impactful marketing, innovation and entrepreneurial spirit.
-Establishes sales objectives by forecasting and developing annual sales quotas for Western Region and territories; projecting expected sales volume and profit for existing and new products.
-Implements sales programs by developing field sales action plans.
-Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
-Completes sales operational requirements by scheduling and assigning employees; following up on work results.
-Maintains sales staff and the job results by orienting, counselling and disciplining employees; planning, monitoring, and appraising job results.
-Contributes to the organization's larger goals in collaboration with functions, i.e Operations,
-Marketing, Human Resources, Finance, Legal and other stakeholders.
-Performs sales activities on major accounts and negotiates sales price and discounts.
- Accurately forecasts annual, quarterly and monthly revenue streams.
-Develops specific plans to ensure revenue growth in all company's products.
-Coordinates proper company resources to ensure efficient and stable sales results. Assist in formulating all sales policies, practices and procedures.
-Interprets short- and long-term effects on sales strategies in operating profit.
-Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of
-expenses and business/financial issues on contracts.
-Ensuring people development across the sales force chain- Develop a training strategy in
-coordination with HR and responsible for overseeing the overall training and development needs of the sales team;
-Responsible for execution of recognition programs for sales staff
-Responsible for setting up processes in coordination with IT team to develop a robust sales and distribution information system;
-Analysis of business potential of new markets
-Analyze business potential of innovations, new categories, new brands in existing lines,
-competition data based on top line reports of category data and support development and implementation of business development strategies
-Developing Modern Trade Expansion in terms of new chains, new outlets, new customer experience initiatives.
-Designing and implementing regional sales promotion activities where allowed Driving sales development initiatives like Merchandising, shelf norms etc
-Ensure superior quality of execution, segmented callage norms in retail outlets Lead negotiations based on margins and long term view
-Devising / Improving the Sales Tracker
-Tracking primary / secondary sales as per revenue recognition policy Tracking score card (sales KPIs) for the regional teams
-Assisting the Sales & Marketing leadership in budgeting and spend tracking Compiling forecast & coordinating with production planning manager
-Designing other relevant Trackers, as & when needed, for business growth &/or efficiency build up.
-Hands on in tracking revenue budget working closely with Finance
-Providing Gap analysis and exceptions reports for state wise budget, volume/ rebates/ CPC etc Single point of contact for Sales reports/ SPRs/ A&Ps/ Sales Incentives/ Sales Forecast/ Sales
-Projects/ Sales Training coordination
The Successful Applicant
- Graduate/MBA with 10+ years of experience preferably in Alcohol/Beverages or FMCG/ Consumer Durable
Creating Innovative Solutions
Beating the Competition….Together
Role Specific Competencies
Problem solving & Conflict management Influencing skills
Excellent Communication Team player
High levels of Entrepreneurship Ability to Think Big
Builds self, team and partnerships
Inspires engagement and performance
Thinks and acts strategically, like an owner Delivers impactful results with integrity
What's on Offer
An excellent opportunity to work with an International Hospitality player that offers great growth prospects and competitive pay