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Head – Sales (Consumer Products)Apply Now
Head – Sales (Consumer Products) Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 160,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
Position Purpose & Summary
: To own lead and develop the Sales & Distribution system in the consumer products business across India to achieve targets pertaining to Sales Volumes, Distribution health, Earnings and Market shares across all three business channels – General Trade, Modern Trade & Emerging Channels. This role will also oversee the delivery of a fully integrated marketing strategy in the sales sphere, for all the product lines. The position will also be the owner for developing long term sales capability – from frontline salesmen to sales managers. This role will also be the pipeline manager for building systems to take our innovation efforts in terms of products, business models and concepts to the market. The Regional Trading Lead sits on the regional leadership team.
Building & Consolidating Sales Systems - 40% * Take ownership and create a structure for the Sales function based on the business context and direction of the organization. * Introduce processes and systems and train people on the same to ensure implementation across categories, brands and channels * Deliver consistent sales performance in accordance with the business plans. * Role model the new systems and processes to ensure adherence from others in the team, also hold team accountable to the stated performance standards * Create monitoring and measurement mechanisms for gauging performance of the function and contribution towards overall business objectives Distribution Strategy - 25% * Develop the RTM strategy together with Head of Marketing and the MD, and execute this across geographies. * Develop a suitable Distribution plan with clear KPIs and milestones in line with the Annual Business Plan * Allocate resources judiciously to achieve targets and Control budgets * Work closely with Supply Chain to develop demand plans and ensure fulfillment of demand with minimal sales & opportunity loss to the business. Drive the long term agenda to improve profitability for the entire portfolio of products and geographies Developing Product Categories and New products - 15% * Familiarize self with origination, operation and production costs and margins * Monitor the competition pricing and work closely with Strategic Pricing to develop the right price benchmarking vis-à-vis competitive brands * Drive volumes across edible oils in a sustainable and profitable manner. * Orchestrate high decibel product launches together with Marketing to ensure product placements across channels and achieve targets of distribution, activations and merchandising Talent Management - 20% * Build the right organization structure to deliver the desired strategic goals. * Acquire talent to take up roles in the decided structure for the department * Identify talent pool within the company to be groomed for higher roles and create the path for building succession pipelines Build a sales capability organization to generate and develop a pipeline of frontline sales talent pool
Education & Experience : * MBA from reputed institute with at least 15 years of relevant industry experience * At least 10 years of experience in leadership roles, managing large sales teams * Thorough understanding of Consumer products distribution and Sales * Deep knowledge of channel management * Understanding of Trade Marketing input management * Knowledge of consumer marketing will be a strong positive
: * Strong effective communicator. Powerful written and verbal skills in English and Hindi * Highly developed, and demonstrated teamwork skills with strong attention to detail * Ability to work in a global company of diverse creative employees * Demonstrated effectiveness in holding conversations with customers. * Demonstrated ability to see the big picture and provide useful advice and input across the company * Ability to lead in an environment of constant change * Project Management Skills and data interpretation/ analysis skills * Ability to multi task and manage multiple priorities simultaneously * Ability to cross-reference and benchmark Expected Competencies / Behaviors : * Integrity – Honest and transparent, trusted and admit mistakes * Conviction –Strong or firmly held vision that inspires others to action * Courage – Not deterred by hardship, risk, adversity, or uncertainty. Challenges the status quo; willing to voice and champion a differing viewpoint * People First – Shape and engage global diverse teams to leverage different perspectives and create inclusive environment. Develop self and others to unleash potential by setting high standards, rewarding performance ad confronting poor performance. * Authentic & Inspirational – Inspire a shared sense of purpose and direction with excitement for the future to motivate and energize others. Foster trust and teamwork through self-awareness, integrity and humility. Promote candor through sharing difficult or unpopular messages in a motivating way and letting people know where they stand honestly and sensitively. * System Thinker – Connect the dots and move beyond the obvious to drive growth * Strategic – Be curious, constantly scan the environment and know the customer to discover growth potential. Transform business trends into long term strategic approaches to move the organization forward. * Agile and Resilient – Cultivate innovation by experimenting and adapting, learning from failures and pushing boundaries. Create clarity, optimism and opportunities in the face of ambiguity, uncertainty and setbacks. * Decisive and Result Driven – Solve problems through others by seeking input not consensus. Act decisively and courageously. Achieve exceptional results by taking ownership, persisting in the face of challenges and holding self and others accountable.
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