National Sales & Distribution Head

About Agroindust Inc.

Job Summary

The National Sales & Distribution Head will need to formulate and implement national and regional level business strategy to propel future growth. It will be a challenge for the incumbent to manage large scale, widespread business operations with high operational complexity.

The incumbent is expected to lead the sales & B2B channel network for the entire country. Conceptualizing and implementing sales and marketing strategies, managing the growth and constantly being a head of the curve would be a key challenge for the incumbent.

The aim is to on-board a senior professional who would possess the leadership and team management skills to lead the sales and distribution team to maximize return to shareholders.

Duties & Responsibilities

The National Sales & Distribution Head –will have the following key job accountability:


Business Strategy:

a) Strategizing business directions ensuring profitability in line with organizational objectives and accomplishment of top ⊥-line profitability for the Region
b) Conceptualize and implement the strategic plan to steer sustainable growth
c) Understand competitive landscape, market dynamics to design new sale strategies


Sales& Distribution:

a) Build a profitable partnership based on mutually beneficial goals and objectives
b) Ensure joint development of 3 year strategic plans and Annual Business plan. Meet national and regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; Initiating corrective action
c) Drive and achieve stipulated volumes and market share to gain over competition
d) Act as the company representative at the distributor location to guide on company directives
e) Drive and achieve stipulated category wise volumes and market share to gain over competition
f) Accountable for joint planning and implementation of relevant sales & marketing initiatives with the distributors to maximize sales and drive revenues
g) Responsible for Distributor capability analysis and new appointments, Distributor expansion (Numeric and Weighted) and reviewing the performance of Distributors
h) Ensure distributor compliance to company best practice guidelines in the area of product, package and promotion whilst implementing marketing strategies
i) Undertake wholesale and retail market mapping. Build strong partnerships with the National Key Accounts and ensure development & execution of marketing plans & promotions.
j) Communicate with consumer marketing and region marketing to ensure total system alignment on development and execution of marketing plans, products, programs and services
k) Develop and implement tools to measure wholesale and retail off take. Achieve stipulated targets as defined by Agroindust Inc. for distributors and retailers
l) Analyze performance of direct reports & distributor sales team via clear KRAs and KPIs and using methods such as root cause analysis, identify gaps and jointly develop corrective action plans
m) Manage growth and profitability as well as build capabilities
n) Explore and identify new sourcing avenues,to increase penetration


Leadership:

a) Hire and train to deliver quality solutions and services to the customer
b) Conduct regular and detailed business reviews with team, to ensure business strategies are executed
c) Create a comprehensive training framework for people development
d) Ensure effective resourcing strategy is in place to build the business
e) Facilitating teamwork; influencing and motivating team to accomplish goals by encouraging communication, resolving conflict.


Cross Functional & Organization Relationships

a) Respective Business Head - On a day to day basis
b) Principal Warehouse - Coordinating for distribution of specific product category
c) Finance Department - For funds allocation
d) Principals - For Offers & Promotions as & when required, Market visits etc
e) HR Department - On all HR related matters ( Recruitment, Salaries, Confirmations, transfers etc )
f) Admin - On all admin related issues, housing, telephone, car allocation, visa and ticketing etc.
g) Distributors - External Coordination for the supply of products / Out Bound
h) Retailers – during routine market visits to liaise with marketing team on campaign activation
i) Principals / Companies / Suppliers – External Coordination on indenting / Inbound / Receipt of Goods

Job Requirements

ESSENTIAL: Advanced degree beyond graduate level education in a university or equivalent
DESIRED: MBA from a Premier School

MINIMUM RELEVANT EXPERIENCE REQUIRED:
8 -10 years required; Experience in Agrifood/ FMCG Sales & Distribution, Marketing desired.

EXPECTED JOB SPECIFIC COMPETENCIES:

Channel Knowledge

Experienced in Marketing Initiatives / Programs Execution

Agribusiness and FMCG Supply Chain Management

Financial Analysis

Key Account Management

Market & Competitive Intelligence

Regulatory and Legal Knowledge

Sales & Marketing Strategy

Experienced in Business Planning

Market Execution

LANGUAGE REQUIREMENTS:
Written & oral knowledge of local languages English and local languages

Achievement Orientation

a) Have strong analytical and problem solving skills
b) Possess strategic thinking skills to promote good business decisions
c) Have a commitment to excellence and strong achievement orientation
d) Have strong personal credibility to positively impact the organizational image


Leadership Skills

a) Possess decision making abilities to achieve the organization’s objectives
b) Enjoy credibility to positively influence others
c) Be effective in driving and building consensus internally and externally
d) Possess sharp business acumen to promote best interests of the organization


Working Style

a) Be a self-starter with a high energy level, and entrepreneurial mindset
b) Have the ability to collaborate cross multiple groups
c) Possess mature negotiations and commercial skills
d) High initiative, drive and energy to contribute beyond the role definition


Communication Skills

a) Possess strong analytical skills with the capability of solving problems
b) Have strong verbal and written communication skills
c) Have excellent presentation skills


Team Skills

a) Enjoy credibility to develop high quality talent within the organization
b) Possess proven managerial skills needed to manage team effectively
c) Should have collaborative work style to engage with peers & colleagues in other functions across the company
d) Proven leadership and experience in collaborating with and influencing senior management team

Submission Guideline

Qualified candidates are encourage to send their CV with a cover letter to the below mentioned email no later than March, 10, 2017. Please include the name of position & Vacancy No. in the subject line as (National Sales & Distribution Head-AI003-05-17). No other documents are needed to be submitted unless invited for an interview. Applications receive after the closing date will not be considered.

AI is an equal opportunity employer. All ethnic groups and both genders are urged to apply.

Functional Area

Sales/Marketing

Countries

Submission Email

jobs@agroindust.com

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