Cluster Head - Rest of Karnataka

India·Mysurumid

Other

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Overview

KEY RESPONSIBILITIES Business Growth Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix,

Technical Tools

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~3 min read

Business Growth

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Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&D
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Develop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target
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Review the trade schemes, and monitor effectiveness and modify basis performance
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Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations

Sales Planning & Inventory Management

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Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level
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Liaise with demand planning and supply chain to understand and address any supply constraints/ issues

Channel and Distributor Management

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Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio
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Ensuring ROI calculation and reporting for distributor
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Ensure timely collection of receivables from distributor, and inventory management
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Ensuring productivity of the manpower on distributor payroll
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Monitor and track Secondary scheme processing
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Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling

Retail Engagement

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Ensure periodic coverage of key customer groups and syndicates
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Create the CSM engagement initiative for the cluster
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Create and own the retail engagement plan
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Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis

Market Intelligence & Performance Monitoring

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Regularly conduct retail outlet audits to study market share movements and track market share
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Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share
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Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies

Brand Building & Demand Generation

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Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share

Financial Discipline

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Ensure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limits
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Liaise with Finance team on formulation of credit policy for the respective market

Regulatory & Compliance

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Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance
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Support in brand registrations, excise liasioning

Team Leadership

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Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
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Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team
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Mobilising resources for availability for the team
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Work with individuals in order to develop them for increased responsibility

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