Title:  Head of Sales

Job Summary

• Drive Commercial Best Practice adoption, solution implementation & capability development by delivering step change improvement projects in commercial areas. 
• These include leading commercial continuous improvement through process optimization and enhanced ways of working, ensuring appropriate cross-functional alignment, adapting and deploying the Sales Capability Framework to address local (countries) needs. 
• Head is responsible in setting criteria for assessment and development of Distributor network according to defined standards.

Roles & Responsibilities

• Implement Commercial best practices (to the appropriate degree) and drive change management initiatives to enable continuous improvement.                                                                     
• Optimize end-to-end Sales processes & RTM leveraging cross functional interdependencies.     
• Identify Sales capability development needs & coordinate appropriate training programs. 
• Leverage available technologies to drive effectiveness in way of working              .                              
• Manage & strengthen the business partnership with Distributors. Ensure Distributors’ operations are efficient and effective i.e., warehouse & inventory management, logistics, sales force etc.
• Implement, follow up and update Field Sales Plan for the assigned Distributor (s).                           
• Support in development of Field Sales and Category channel Plans.                                                        
• Liaise with internal (TM, Supply Chain) and external (Customer, 3rd party) stakeholders to ensure timely execution of agreed Customer/Channel/Shopper related activities.                                             
• Ensure adherence to all Company principles and policies and local regulations.                                  
• Ensure Distributors are performing their roles and achieving KPI target set by IFFCO, i.e. Sales, Budget, TMI.
• Ensure development and coaching of direct reports.

KPIs

• Distributors’ Assessment completion & roadmap/deployment plan creation      
• Number of RTM best practices implemented across Countries
• RTM efficiency and productivity (dashboard/automation)
• Numeric and Weighted distribution gains
• Target vs. Actual performance (monthly/yearly)
• Number of sales training programs developed and rolled out
• Number of coaching sessions

Work experience requirement

• Minimum of 5 years of experieince in Sales Capability and RTM in assigned region in FMCG industry.
• Minimum of 12 years of total work experience in FMCG Sales Area.
• Must have worked in the Food categories.
• Experience in a prior CRM Implementation is highly desirable.
• Proven track record in project management

Qualification

• Must have a degree.
• Preferably Masters / MBA, Business Graduate.

Competencies