Responsibilities:

• Spearheads the strategy development initiatives for the wholesale business ensuring its consistency with the company’s overall strategy.
• Directs and manages the overall Wholesale business and associated operations.
• In line with overall company and business unit strategy, plans sales programs to achieve business objectives established primarily by the board or management team.
• Actively participates in Sales management on a day-to-day basis including regional office visits to drive the achievement of the business unit revenue and expense objectives.
• Responsible for driving the growth of the company-owned retail business outlets
• In charge of retail strategy formulation, to direct overall retail business operations to meet the company’s objective
• Directs and supervises Sales Managers on a solid reporting line basis, and other sales personnel under his/her team on a dotted line, to achieve/revenue and expense objectives.
• Assigns territories and accounts for Sales Managers and the entire Wholesale Sales Team.
• Resolves different customer problems and participates in important negotiations with key customers.
• Typically manages other individual contributors and/or managers.
• Owns the business goals & revenue objectives for the Retail business & the innovation business, with the heads of these units reporting to this role
• Directs and manages the work of the Head of Retail Operations and head of Innovation/e-commerce on a solid-line basis
• Responsible for increasing sales revenue through the design and implementation of appropriate strategies for the sales business units (retail, wholesale, innovation, and e-commerce)
• Drive the adoption of analytics in the e-commerce and retail business as core to our competitive strategy
• Use data and market intelligence to accurately forecast sales and set appropriate performance goals
• Work with marketing to implement appropriate in-bound marketing activities to increase retail traffic (footfalls and eyeballs) into company-owned retail outlets
• Set and oversee the directions for the company’s e-commerce front and back-end operations
• Responsible for full P &L or contribution margin for the sales of the organisation
• Revenue accountability is associated with a direct quota and the typical revenue responsibility will be determined by the COO
• Assist in the recruiting, training, and development of all Sales unit managers and team members
• Oversee the assignment and re-assignment of Retail Outlet Managers ensuring that the best performers ensuring that the best performers and most experienced hands handle the more strategic outlets
• Work with the HR to implement a strategic talent management pipeline system to support the skills headcount required to match the voluntary and involuntary turnover patterns common to the retail business
• Responsible for instilling a sales & service culture across all outlets and sales business units to ensure standard methodology adoption by the team that guarantees a uniform shopping experience for customers.

Requirements:

• Masters Degree
• 10+ years of progressive, successful sales experience, with at least 3 years of that in Sales Management as a leader & manager of a sales force.
• Field sales experience is a plus
• Retail chain management is a plus with experience in FMCG, consumer packaged goods (CPG), Cosmetics, Health & Personal Care related industries will be an advantage
• Experience with e-commerce and with the operational side of running an e-commerce business is required
• Indirect Sales & Channel Sales Management experience especially in the FMCG business
• Experience in implementing Route-to-market for wholesale and retail operations
• Experience with Organised Retail (Key Accounts) Sales as part of specialist channels
• Experience with salesforce automation or CRM is essential to success

Additional Skills:

• Problem Solving/Analysis.
• Customer/Client Focus
• Performance Management
• Business Acumen.
• Strategic Thinking.
• Results Driven.
• Initiative skills
• Leadership.
• Customer Focus.
• Technical Capacity.
• Organisational Skills
• Teamwork Orientation
• Communication Proficiency.