National Sales Manager is responsible for direction setting and leading his/her team to execute all business and multifunctional processes for his/her channel. This is achieved personally, and through the management of others, selling and executing JBP & scorecard that delivers winning brand presence at all stores within his/her channel through perfect execution of sales fundamentals for our brands in stewardship compliant manner.
The National Sales Manager is accountable for the following for his/her assigned channel:
Delivering business: Sales, share growth, spending effectiveness, sales fundamentals and organization development in his/her channel
Ensure superior execution of initiatives across customers within channel as per guidelines
Laying down the right execution & market design plans to achieve Market Share Leadership with the channel/customers
Proactively providing the right enablers to his/her team and busting the barriers to help them achieve the set objectives
Lead customer specific understanding/business insights & analysis and integrate into business plans
Lead ideation and execution of Go-To-Market (GTM) reinvention with his/her channel/customer portfolio
Planning the career of his/her direct reports and managing the salary plans basis their performance
Building the capability of his/her direct reports
Demonstrating stewardship across business processes / reporting
KEY RESPONSIBILITIES
1) Winning with customers
Lead customer engagement with his/her customers. Establish JBP & scorecard with customers
Coach KAMs on JBP preparation
Sell, secure and review project resourcing from Customers & internal key stakeholders to deliver the agreed JBP for customers in his/her region
Demonstrate stewardship and build the capability of the team across all key action areas business and fundamentals reporting.
Create final demand forecast for all units within his/her region and share with demand planner
Review supply plans periodically and ensure sufficiency to deliver volume & value targets
2) Deliver Winning In-store Fundementals
Lead customer meetings to review the business, understand the results of current month (whats working/not), out-months plans/ priorities and deploy to the team to ensure business and fundamental delivery
In-market demonstration, delivery and review of key monthly priorities, in market training and audits.
Identifies the key drivers and the opportunities to grow externally and develops the plan to achieve the same
Works internally to provide the right input from the market to the Commercial Operations and Channel leaders so that effective plans are designed to meet the needs of the business.
3) Perfect Execution
Create, communicate, align & review differentiated channels plans, as needed for JBP sufficiency, with trade marketing
Execute all channel plan with excellence by ensuring excellent deployment of all the program to the MFT and retail operations team to execute with excellence
Works with internal key stakeholders to provide the right input from the Field Sales to trade marketing
4) Go-To-Market
Plan and execute quality coverage plan for his/her customers
Lead the team to deliver GTM designed for the channel
5) Organizational Development
Assess skill gaps and coaches team on the identified opportunity areas
Work plan (priorities) & development plan with direct reports, with inputs from Trade sales director
NSM as talent council in Sales leadership team. Responsible & plans the career of his/her team by identifying assignments that would leverage their strengths and set them up for success
Designs the long-term salary plans of his team following the principle of meritocracy
KNOWLEDGE & EDUCATION
1) Knowledge
JBP development & reviews
Scorecards & reviews
Key business drivers
Planning with multi-functional team
Merchandising, promotion & business analysis
Organization Development
2) Education
Minimum of Bachelor's Degree in any discipline or equivalent.
