Vice President Sales

Outnovate Technologies Pvt Ltd

United Arab Emirates
Permanent
Full-time

1 month ago

This is a senior role for our client based in the UAE which is a listed leading Indian CPG player with a turnover of ~600 million USD and a market leader in its product range.Purpose of the Role : * Scale international division revenues and improve the bottom line for the assigned region of (GCC)

Lead the Sales function for the international division - Retail (GT, MT) & Horeca
Set up the function with sales systems, processes, and technology
Partner with the India team and establish a strong sales structure
Establish a strong commercial and control structure
Streamline the day-to-day operations with keen attention to detail
Establish execution excellence in the structure.

Key Responsibilities:Business Index * Distributor appointment, management, and engagement with the retailer landscape

Driving sales targets (both primary & secondary) for the responsible markets and across all channels viz Retail (MT, GT, Online, etc.), Food Service
Maintain/Gain market share leadership of the brand in all responsible markets
Lead for annual budgeting and closure with all distributors. Negotiate and close annual TME spend budgets. Topline (primary and secondary sales), bottom line & market share responsibility across all channels and segments.
Identify and plug areas of revenue and margin leakage
Achieve budgeted saving targets in trade marketing expenses
Drive AOP sales of all product brand & health portfolios except the top brand
Lead for Channel wise, Account wise & Brand Wise bottom-up sales & TME planning
Ensure implementation of the AOP/ distribution agreement as agreed with the distributor 11- Competition benchmarking & driving strategies to combat competition via promotions or NPD
New product market development, initiatives, and launches 13- Ensure distribution and offtake of health portfolio
Manage trade marketing spend effectively and evaluate all commercial proposals from distributors
Create new business pipelines & new market entry
Scale business with existing distributors
Monthly/Quarterly business performance review with distributors & Management Lead and close conversation on TME disbursements with the finance team.
Government Liasoning ( Dubai Municipality, Min of Economy, etc.) and Tender Business

Customer index- * Effectively manage current distributors and on-board new distributors

Terminate non-performing distributors and appoint new ones. Appoint multiple distributors in existing geographies.
Set processes and systems for the effective distribution performance review
Lead all distribution communication
Appoint new distributors/ buyers across all the geographies other than core markets.
Drive distributors to achieve the targets
Drive internal and external teams to increase weighted and numeric distribution across the region
Drive strategies to increase offtake from the shelf, including leading negotiations with marketing agencies.
Government liasoning for government tenders
Identify opportunities to expand HORECA and bulk segment by expanding sales network.
Ensure all new avenues of digital sales - such as Online & home delivery have fully collaborated
Commercial lead for negotiation and closure with all new distributors and operationalizing the distributor agreement with them.

People index: * Manage sales team performance and retention for all markets

Create a robust salespeople structure, sales systems, and controls
Drive sales teams to achieve the targets
Create and set processes for the sales structure and performance review
Recruit and mentor sales team to achieve business objectives
Integrate systems with India business partners (internal team) to have effective sales systems and controls
Select and upgrade the distributor sales team including team selection, and replacement to drive focus on the brand. Drive data-driven sales objective & sales analytics process in distributor and sales team management.

Bayt

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