Vice President Sales

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 :

1. Scale international division revenues and improve the bottom line for the assigned region of (GCC)
2. Lead the Sales function for the international division - Retail (GT, MT) & Horeca
3. Set up the function with sales systems, processes, and technology
4. Partner with the India team and establish a strong sales structure
5. Establish a strong commercial and control structure
6. Streamline the day-to-day operations with keen attention to detail
7. Establish execution excellence in the structure.

Key Responsibilities: 

Business Index

1. Distributor appointment, management, and engagement with the retailer landscape
2. Driving sales targets (both primary & secondary) for the responsible markets and across all channels viz Retail (MT, GT, Online, etc.), Food Service
3. Maintain/Gain market share leadership of the brand in all responsible markets
4. 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.
5. Identify and plug areas of revenue and margin leakage
6. Achieve budgeted saving targets in trade marketing expenses
7. Drive AOP sales of all product brand & health portfolios except the top brand
8. Lead for Channel wise, Account wise & Brand Wise bottom-up sales & TME planning
9. Ensure implementation of the AOP/ distribution agreement as agreed with the distributor 11- Competition benchmarking & driving strategies to combat competition via promotions or NPD
10. New product market development, initiatives, and launches 13- Ensure distribution and offtake of health portfolio
11. Manage trade marketing spend effectively and evaluate all commercial proposals from distributors
12. Create new business pipelines & new market entry
13. Scale business with existing distributors
14. Monthly/Quarterly business performance review with distributors & Management Lead and close conversation on TME disbursements with the finance team.
15. Government Liasoning ( Dubai Municipality, Min of Economy, etc.) and Tender Business

Customer index-

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

People index:

1. Manage sales team performance and retention for all markets
2. Create a robust salespeople structure, sales systems, and controls
3. Drive sales teams to achieve the targets
4. Create and set processes for the sales structure and performance review
5. Recruit and mentor sales team to achieve business objectives
6. Integrate systems with India business partners (internal team) to have effective sales systems and controls
7. 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.