Sales Director

4 weeks ago

Kuwait City, Al Asimah IFFCO Group Full time

Job Summary

To support and develop sales and distribution strategies for the modern trade channel and help the organization achieve its sales volume and profitability targets.

Key Responsibilities

  • Manage the end-to-end customer relationship management with modern trade customers – building long-term growth strategies with clients, resolving queries and servicing disputes.
  • Create annual sales plans for the modern trade channel aligned to the overall sales plan for consumer sales.
  • Lead a team of merchandisers and key account executives to drive visibility and off-takes through the modern trade outlets.
  • Proactively scan the market and lead customer pitches for developing new accounts and growing existing accounts.
  • Achieve modern trade sales targets in terms of sales volume, profitability, market share, and other relevant metrics.
  • Prepare annual budgets for the modern trade and seek leadership approval for scheduled expenditures.
  • Track adherence to budget, analyze variances, and initiate corrective actions.
  • Provide inputs on annual and monthly sales volume forecasts by product/categories aligned to customer's business plans and IFFCO's marketing plans.
  • Set sales targets for team members in terms of key performance indicators such as sales activities completed, volume growth, etc.
  • Periodically conduct performance reviews to determine progress in attaining objectives and take corrective actions.
  • Disseminate information on key performance indicators based on MIS/financial statements and prepare detailed analysis on deviations from target for leadership team's review.
  • Drive key account management activities and act as primary contact for key existing and new customers with an aim to continuously improve share of shelf (relative to competitors) and amplify product visibility.
  • Execute trade marketing and trade promotions interventions with the modern trade sales strategy and overall business strategy.
  • Ensure timely and effective execution of in-store activations and merchandising.
  • Create long-term purchase agreements with key accounts.
  • Negotiate composite annual/product deals with regards to shelf space, merchandising, point-of-sale material, in-shop events, promotions, product demonstrations, and sampling.
  • Support Key Accounts Executives/Channel Sales Manager in expanding customer base, hunting for new accounts, and farming opportunities with existing clients.
  • Conduct periodic meetings with key customer representatives to calibrate customer expectations, understand competitors' plans, and analyze building deeper client relationships.
  • Work with merchandisers to develop and monitor implementation of in-store visibility plans.
  • Conduct surprise reviews at key account outlets to ensure compliance to merchandising objectives and deal terms by the modern trade partner.
  • Ensure implementation of IFFCO's annual marketing plans as per the strategy and guidelines set and agreed with the marketing team.
  • Create timely progress reports and suggest improvements for the same.
  • Work with marketing team to drive trade promotions.
  • Ensure tracking and publication of reports as per agreed promotion plan.
  • Share timely and accurate market intelligence and inputs with Marketing team to help formulate pricing strategy.
  • Supervise follow-ups with customers/clients on a regular basis to ensure timely collection of account receivables in accordance with collection policies, procedures, and targets.
  • Lead recovery of overdue outstanding.
  • Collaborate with relevant departments involved with the account and formulate recovery strategy.

Requirements

  • 10+ years of experience in sales roles managing modern trade channel.
  • Experience in FMCG organization is desirable.
  • Qualification: MBA or Post-Graduate Diploma in Management from a reputed university.
  • Competencies: Ownership & Result Orientation, Knowledge of International and/or Local Laws and Regulations, Knowledge of Value Chain Management, Sales and Distribution Strategy Management, Consumer Behavior, B2B and B2C, Self and Team Management, Planning & Decision Making, Strategic Thinking, Change Management, Business Acumen – Financial and Commercial, Financial Acumen, Technical Sales and Commercial Acumen

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