Job Summary
This position is responsible for leading the entire retail and wholesale sales units, as well as the Innovation and E-commerce business unit including Head of Retail Operations, Head of Innovation, Head of E-commerce, Regional Sales Managers, & other Wholesale & Retail Sales Team Members.
- Minimum Qualification : MBA / MSc
- Experience Level : Senior level
- Experience Length : 10 years
Job Description/Requirements
Responsibilities:
- Spearheads the strategy development initiatives for the wholesale business ensuring its consistency with the company’s overall strategy.
- Directs and manages the overall Wholesale business and associated operations.
- In line with overall company and business unit strategy, plans sales programs to achieve business objectives established primarily by the board or management team.
- Actively participates in Sales management on a day-to-day basis including regional office visits to drive the achievement of the business unit revenue and expense objectives.
- Responsible for driving the growth of the company-owned retail business outlets
- In charge of retail strategy formulation, to direct overall retail business operations to meet the company’s objective
- Directs and supervises Sales Managers on a solid reporting line basis, and other sales personnel under his/her team on a dotted line, to achieve/revenue and expense objectives.
- Assigns territories and accounts for Sales Managers and the entire Wholesale Sales Team.
- Resolves different customer problems and participates in important negotiations with key customers.
- Typically manages other individual contributors and/or managers.
- Owns the business goals & revenue objectives for the Retail business & the innovation business, with the heads of these units reporting to this role
- Directs and manages the work of the Head of Retail Operations and head of Innovation/e-commerce on a solid-line basis
- Responsible for increasing sales revenue through the design and implementation of appropriate strategies for the sales business units (retail, wholesale, innovation, and e-commerce)
- Drive the adoption of analytics in the e-commerce and retail business as core to our competitive strategy
- Use data and market intelligence to accurately forecast sales and set appropriate performance goals
- Work with marketing to implement appropriate in-bound marketing activities to increase retail traffic (footfalls and eyeballs) into company-owned retail outlets
- Set and oversee the directions for the company’s e-commerce front and back-end operations
- Responsible for full P &L or contribution margin for the sales of the organisation
- Revenue accountability is associated with a direct quota and the typical revenue responsibility will be determined by the COO
- Assist in the recruiting, training, and development of all Sales unit managers and team members
- Oversee the assignment and re-assignment of Retail Outlet Managers ensuring that the best performers ensuring that the best performers and most experienced hands handle the more strategic outlets
- Work with the HR to implement a strategic talent management pipeline system to support the skills headcount required to match the voluntary and involuntary turnover patterns common to the retail business
- Responsible for instilling a sales & service culture across all outlets and sales business units to ensure standard methodology adoption by the team that guarantees a uniform shopping experience for customers.
Requirements:
- Masters Degree
- 10+ years of progressive, successful sales experience, with at least 3 years of that in Sales Management as a leader & manager of a sales force.
- Field sales experience is a plus
- Retail chain management is a plus with experience in FMCG, consumer packaged goods (CPG), Cosmetics, Health & Personal Care related industries will be an advantage
- Experience with e-commerce and with the operational side of running an e-commerce business is required
- Indirect Sales & Channel Sales Management experience especially in the FMCG business
- Experience in implementing Route-to-market for wholesale and retail operations
- Experience with Organised Retail (Key Accounts) Sales as part of specialist channels
- Experience with salesforce automation or CRM is essential to success
Additional Skills:
- Problem Solving/Analysis.
- Customer/Client Focus
- Performance Management
- Business Acumen.
- Strategic Thinking.
- Results Driven.
- Initiative skills
- Leadership.
- Customer Focus.
- Technical Capacity.
- Organisational Skills
- Teamwork Orientation
- Communication Proficiency.
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