Vice president sales - united arab emirates, dubai

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 : scale international division revenues and improve the bottom line for the assigned region of (gcc) lead the sales function for the international division - retail (gt, mt) & horecaset up the function with sales systems, processes, and technologypartner with the india team and establish a strong sales structureestablish a strong commercial and control structure streamline the day-to-day operations with keen attention to detailestablish execution excellence in the structure.key responsibilities: business index distributor appointment, management, and engagement with the retailer landscape driving sales targets (both primary & secondary) for the responsible markets and across all channels viz retail (mt, gt, online, etc.), food servicemaintain/gain market share leadership of the brand in all responsible markets 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. identify and plug areas of revenue and margin leakageachieve budgeted saving targets in trade marketing expensesdrive aop sales of all product brand & health portfolios except the top brand lead for channel wise, account wise & brand wise bottom-up sales & tme planningensure implementation of the aop/ distribution agreement as agreed with the distributor 11- competition benchmarking & driving strategies to combat competition via promotions or npdnew product market development, initiatives, and launches 13- ensure distribution and offtake of health portfolio manage trade marketing spend effectively and evaluate all commercial proposals from distributors create new business pipelines & new market entry scale business with existing distributors monthly/quarterly business performance review with distributors & management lead and close conversation on tme disbursements with the finance team. government liasoning ( dubai municipality, min of economy, etc.) and tender businesscustomer index- effectively manage current distributors and on-board new distributors terminate non-performing distributors and appoint new ones. appoint multiple distributors in existing geographies. set processes and systems for the effective distribution performance reviewlead all distribution communication appoint new distributors/ buyers across all the geographies other than core markets.drive distributors to achieve the targets drive internal and external teams to increase weighted and numeric distribution across the regiondrive strategies to increase offtake from the shelf, including leading negotiations with marketing agencies.government liasoning for government tenders identify opportunities to expand horeca and bulk segment by expanding sales network. ensure all new avenues of digital sales - such as online & home delivery have fully collaboratedcommercial lead for negotiation and closure with all new distributors and operationalizing the distributor agreement with them. people index:manage sales team performance and retention for all markets create a robust salespeople structure, sales systems, and controls drive sales teams to achieve the targets create and set processes for the sales structure and performance review recruit and mentor sales team to achieve business objectivesintegrate systems with india business partners (internal team) to have effective sales systems and controlsselect 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. skillsskills1. should have exposure to fmcg, distribution, and trading models and handled a like-wise business earlier with a minimum business size of 60-70million usd2. should have done distributor management and be very familiar with mt retail buyers. experience having dealt with mt, gt, tt3. should have a strong commercial sense4. should have gcc market exposure & familiarity with retailers working in gulf.5. should have demonstrated change management in his current role from a process, people,and structure perspective6. should be extremely comfortable and oriented with numbers7. should be hands-on with day-to-day operations8. should be strong in negotiations and conflict management9. good to have marketing and pr exposure10. should have worked in a flat and lean structure11. should have strong communication skills across integrated departments like finance, legal,scm, production, plants, marketing12. should have stable and long tenures in current and past organizations13. should have comfort in working in an ambiguous and changing environmentvalue attributes-1- should be detailed oriented2- should have keen desire to set up the function from the start3- should have a solution-based approach4- should be a self-starter and motivated5- should have a sense of urgency and desire to achieve resultskey competencies- leadership – ability to take the charge and lead the team- execution excellence – drive sales team granularly & consistently to achieve business objectives.- strategic thinker – ability to think 360 on the overall sales function- process orientation – ability to devise systems, processes, sop- attention to detail – ability to evaluate complex data with accuracy, focus and make coherent deducements- number orientation – ability to read and analyze numbers and excel data- develop relationships – ability to develop good strong relationships with stakeholders- good negotiation skills - ability to negotiate and close objectives with external stakeholders

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