Cluster Head - Rest of Karnataka

KEY RESPONSIBILITIES

Business Growth

- Achieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&D
- Develop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on target
- Review the trade schemes, and monitor effectiveness and modify basis performance
- Liaise with and manage Syndicates, retail and wholesale groups and be the first point of escalations

Sales Planning & Inventory Management

- Implement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster level
- Liaise with demand planning and supply chain to understand and address any supply constraints/ issues

Channel and Distributor Management

- Establish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolio
- Ensuring ROI calculation and reporting for distributor
- Ensure timely collection of receivables from distributor, and inventory management
- Ensuring productivity of the manpower on distributor payroll
- Monitor and track Secondary scheme processing
- Strengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handling

Retail Engagement

- Ensure periodic coverage of key customer groups and syndicates
- Create the CSM engagement initiative for the cluster
- Create and own the retail engagement plan
- Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis

Market Intelligence & Performance Monitoring

- Regularly conduct retail outlet audits to study market share movements and track market share
- Lead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market share
- Gain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategies

Brand Building & Demand Generation

- Review efficiency and efficacy of expenditure undertaken for promotion and capturing market share

Financial Discipline

- Ensure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limits
- Liaise with Finance team on formulation of credit policy for the respective market

Regulatory & Compliance

- Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance
- Support in brand registrations, excise liasioning

Team Leadership

- Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
- Lead the sales team keeping high levels of motivation & feedback with a view to build a motivated team
- Mobilising resources for availability for the team
- Work with individuals in order to develop them for increased responsibility

INTERACTIONS

INTERNALLY:

- Sales Team of the Region
- Commercial Finance
- Commercial Marketing and Activation Teams
- Region Head
- Zonal Demand Planner
- Zonal Sales and Development Manager
- Supply Planning Team
- With Manufacturing for holograms and label registration

EXTERNALLY:

- Customers
- Distributor/ Channel Partners
- Excise Officials
- Consumers

Job Posting End Date:
2026-10-10

Target Hire Date :
2026-05-15

Target End Date :