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Full time

State Head(West UP)

IMG

Pernod Ricard India

Noida, Uttar Pradesh, India

Posted 16 Mar 2018 3:13 pm

Job description
Company Name:- Pernod Ricard India 
Role:- State Head(West UP)
Location:- Noida
Budget:-Up to 40 Lakhs(Depends  on last drawn salary)
Experience :- Min 8 Years(FMCG,FMCD & Telecom Industries)
Work Area:- North India ,Central India more preferred 
Education:-MBA Sales& Marketing for reputed college
 
Female Candidates Only 
 
For details on the role please go through the attached JD
 
This thread is active till 4 PM, 16-03-2018
Candidates are requested to send their profile on hr.skumar2017@gmail.com  at the earliest.
 

Globally, Pernod Ricard is the world's co-leader in wines and spirits with consolidated Sales of € 8,682 million in 2015/16. Created in 1975 by the merger of Ricard and Pernod, the Group has undergone sustained development, based on both organic growth and acquisitions. The purchase of part of the Seagram businesses (2001), acquisitions of Allied Domecq (2005) and Vin&Sprit (2008) have propelled the Group to the leadership position in the industry.

 

Pernod Ricard employs a workforce of approx. 18,000 employees spread over 80 countries worldwide. This committed team of professionals has helped the company scale new heights and acquire an exceptional record of building brands over the years. The corporate strategy driving this unprecedented growth is based on a central pillar – ‘innovation and premiumization’ & 3 key values: entrepreneurship spirit, mutual trust and a strong sense of ethics.

 

Pernod Ricard India (P) Ltd. is a fully owned subsidiary of Pernod Ricard International and is the fastest growing and most profitable multinational alcohol beverage company in India delivering close to 45 Million cases of quality products to it’s consumers across the country, over the last financial year.

 

With leading brands in each category, Pernod Ricard holds one of the most dynamic and premium portfolios in the industry led by Indian whiskies such as Royal Stag, Blenders Pride and Imperial Blue, and a wide range of Scotch whiskies that includes Chivas Regal, Seagram’s 100 Pipers, Ballantine’s, The Glenlivet, Royal Salute and Jameson Irish whiskey.

 

Some of the eminent brands in white spirits category include ABSOLUT vodka, Havana Club rum, Jacob’s Creek wine and Nine Hill wines, Fuel Vodka, Martell cognac, Beefeater gin, Kahlúa and Malibu liqueurs, Mumm and Perrier-Jouët champagne.

 

Pernod Ricard India is recognized as an industry leader with various recognitions and achievements that help the company deliver quality products to the consumers. It operates through more than 30 bottling plants and has two distilleries at Nasik (Maharashtra) and Behror (Rajasthan), apart from its own winery at Nasik. The Nasik unit is one of its kinds with integrated risk management and zero pollution state of the art facility. In 2016, the Nashik and Rocky units have been recognized by the Frost & Sullivan’s Sustainability 4.0 Award for effective deployment of Sustainable Development Practices. The two units – Nashik and Rocky have also become the first winery and the first alcobev unit respectively to receive the FSSC 22000 certification.

 

PR India is a socially responsible organization with an established track record of CSR. Today, the company embraces three priorities in the area of social responsibility and sustainability: responsible drinking, environmental ethics and development of cultural initiatives.

 

Job Title

State Head (Branch Manager)

Function

Sales

Location

Noida (Western UP)

Reporting Structure

Reports to

Region Head

Direct Reports

Area Sales Managers/ State Channel Heads

 

OVERALL PURPOSE OF THE JOB

  • Overall responsibility for the development, execution of all long, medium and short term sales strategies and programmes ensuring growth via achievement of sales targets and achieving company’s objectives in the Branch/ State
  • Execute successful brand strategies and obtain leadership for PR in premium and standard categories
  • Give Strategic direction to the Sales team to optimize the overall productivity and performance, engraining the Pernod Ricard values in the team and aiming at making PR the best managed company in the state.
  • Understand and forecast market size & segment growth in the state to develop effective strategies to achieve the desired sales, market share and profitability in each of the segment

 

. KEY RESPONSIBILITIES

  1. Profit Centre Operations
  • As a Branch Head, review and achieve targets i.e., volume, market share & revenue targetsfor thestate/branch with key focus on specific brands. Effectively implement sales strategies and seek opportunities to gain market leadership in various market segments of the industry.
  • Implement and manage Sales planning and stock forecasting strategies with high levels of accuracy and consistency.
  • Lead the sales team keeping a high level of motivation & feedback with a view to build an aggressive and motivated sales management team in the branch
  • Liaison with Manufacturing, Marketing and Finance to set sales goals and budgets to meet and exceed Sales revenue and profitability targets.
  • Create a winning atmosphere by effectively communicating the sales strategy, policiesand vision to the Sales team

 

  1. Branch Operations
  • Define & execute a robust distribution strategy aiming at increasing the width of distribution network.
  • Plan and execute the marketing & merchandising initiatives and brand activations for the state within the budget targets in lines with the organizational and regional objectives
  • Plan and execute sales promotion activities togenerate demand/ push and build/ sustain & improve brand image
  • Lead the general administration and MIS tracking - tier wise and account wise consolidation for weekly and monthly sales reports
  • Liaise with state Government authorities, functionaries for all liquor regulations, permits, registrations and compliance on all issues concerning the spirits business in the statewith a view to create an environment for achievement of company’s growth plans and business objectives.
  • Liaise with manufacturing units and ensure that products reach territories concerned in time.

 

  1. Market consolidation and Market Share
  • Implement strategies on product positioning and visibility, market penetration, new market development, channel segmentation, sales mix and pack sizes in order to augment business and exceed profit margins. Maintain strong position in the organized trade within the state.
  • Effectively manage and strengthen the existing distribution and retail network to achieve volume and market share targets.
  • Gain market intelligence and visibility throughcompetitive mapping and market trends across the state

 

  1. People Management
  • Strong focus on people leadership dimension. Nurture, Grow and Manage functional talent.
  • Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
  • Selecting the best talent and ensure the skill development of the team to build their capabilities.Develop and implement employee performance management programs and employee reviews.

 

 

KEY INTERFACE

 

INTERNAL

  • ARegion Team
  • Zonal Team
  • HO Sales Team
  • Finance Team
  • Supply Chain Team
  • Marketing Team

 

EXTERNAL

1)StateGovernment and regulatory authorities

2)Trade distributers and wholesalers

 

KEY PERFORMANCE INDEX

 


  • Achievement of weighted volume targets
  • Achievement of brand wise volume and market share targets with key focus on specific brands
  • Implementation of marketing/ merchandising initiatives and activations
  • Training and coaching the team
  • Identify high performers & high potential team members with a focus on specific skill

development programs                                                                                      

 

JOB REQUIREMENTS

QUALIFICATIONS:

Post Graduate in Management from a good B School

 

EXPERIENCE(Please specify in case there are any preferred industries):

 

  • 8-12 years of total experience with successful track record in Sales & Marketing, preferably in a multinational setup
  • Must have handled a Branch Head role for atleast 2 years with hands-on experience in business turnarounds & transformation
  • FMCG Distribution experience is MUST for minimum 3 years in a People Manager role (on-rolls team).
  • Experience of handling of Distributors & their ROI
  • A result oriented Sales and Marketing professional with sound business and commercial acumen and P&L orientation in multicultural environment.
  • A dynamic Sales professional with impeccable execution capabilities, deep understanding of traditional and innovative sales strategies and a proven track record of creating campaigns and initiatives that drive and increase revenues.
  • Ability to understand and apply market intelligence to Branch Sales strategy

 

 

BEHAVIORAL COMPETENCIES

 

  • Strong interpersonal skills are crucial to create partnerships at senior levels across the group.
  • Strong mature and decision making ability.
  • Go-Getter - Consistent and substantial overachievement of milestones of revenue with a keen focus on bottom-line. Willing to go the extra mile with a strong work ethic, self-directed and resourceful.
  • Motivating and empowering others - Creates a climate where the team want to do their best
  • Dealing with Ambiguity - Handles risk and uncertainty comfortably and has good judgement on how new ideas will play out in the market
  • Managerial Courage: Leads by example. Provides current, direct, complete and “actionable” positive and corrective feedback to others.

 

 

LEADERSHIP COMPETENCIES: -

 

Competency Name

Comments

Strategic Vision

Ø  Proactively participates in activities/projects that involve change

Ø  Translates objectives and plans into effective tactical actions

Ø  Continually expands internal relationships to include additional key partners; begins to build external relationships

Ø  Demonstrates an understanding of the various business areas and functions atPernod Ricard (e.g., brand companies, market companies, regions)

Entrepreneurship

Ø  Proposes new ideas/methods on how to improve performance

Ø  Maintains a positive, can-do attitude even during difficult times

Ø  Influences others to gainsupport for an idea or cause

Result orientation

Ø  Assigns tasks and accountabilities for work outputs to the most appropriate

individuals, when needed

Ø  Displays a sense of urgency in accomplishing goalsand takes corrective actions to ensure results

Ø  Maintains composure and high performance standards in a challenging environment

Ø  Achieves own individual objectives, applying professional excellence standards and delivers high quality work

Live The values

Ø  Maintains and actively promotes the highest professional standards and translates values into understandable behaviors for others

Ø  Demonstrates commitment to Corporate Social Responsibility (CSR) priorities bypromoting Group and local initiatives

Ø  Establishes a mutual trust environment by communicating in an honest, straight forward and transparent manner with colleagues at all levels

Ø  Recognizes, rewards and celebrates individual success and appreciates the contribution of others

Strategic Vision

Ø  Proactively participates in activities/projects that involve change

Ø  Translates objectives into tactical action plan.

Ø  Continually expands internal relationships to include additional key partners; begins to build external relationships

Ø  Demonstrates an understanding of the various business areas and functions at PR (e.g., brand companies, market companies, regions)

Team Management

Ø  Communicates in a way that motivates team members

Ø  Facilitates the process of effective decision making among members

Ø  Encourages teamwork and collaboration by promoting openness and dialogue

 

 

FUNCTIONAL SKILLS (Both essential & desirable):

 

Competency Name

Comments

Market and

Environment

Ø  Defines and optimises channel and customer segmentation to get a better view of the market

Ø  Analyses market data and distribution channels and makes recommendations in order to optimize RTM approach and to identify new business opportunities

Ø  Understands PR’s competitors strategy at a national level for on- and off-trade channels

Ø  Identifies key trends and evolutions which could impact our way of doing business (categories, technologies, RTM , legal…) and makes recommendations accordingly

Drive for Sales results

Ø  Sources and monitors appropriate data in order to track customer satisfaction level, portfolio distribution efficiency, Sales Force execution and Trade Spend effectiveness, including promotions

Ø  Identifies the most appropriate set of  KPIs  that will allow to monitor properly  more complex commercial activities (complex market, multiple BUs, multi role seller partnerships, multiple stakeholders,…)

Ø  Proposes innovative solutions to overcome unforeseen barriers and to drive sales growth and ensure excellence in execution

Ø  Recommends evolutions of commercial activities (incl. account investments, processes, resource allocation…) to optimise results delivery

Organization and Planning

Ø  Prepares and set realistic and ambitious objectives, consistent with sales organisation objectives

Ø  Plans the activities for a team / with the clients (promotion, launch, partnership) and allocates resources according to the priorities and budget set for the period

Ø  Builds and optimizes planning / scheduling tools and standards and recommend new ones to better track the activities

Ø  Anticipates environment changes that could impact work and reviews proactively organisation, planning and resources allocation

Negotiation Skills

Ø  Understands very complex customers’ business stakes and environment including all business functions of the customers (finance, marketing, logistics…) – identifying not only expressed requests of the customer but also hidden agenda

Ø  Anticipates  customer changes, identifies risks and opportunities and adapts negotiation cycle if needed

Ø  Uses sophisticated and innovative negotiation solutions (Out of the box strategy) to reduce significant  gaps between customer demands and PR objectives and ensure consistency with PR commercial strategy

Ø  Anticipates and defuses conflicts with customers before they become critical

Contracts, prices and Trade terms

Ø  Understands legal, financial and logistical environment as well as market’s usage

Ø  Understands how contracts, prices and trade terms impact results

Ø  Keeps updated on legal evolutions on his/her scope and ensures contracts, prices and trade terms in his/her scope are compliant with legal constraints and company’s strategy & targets

Ø  Analyses and assesses competitor’s trade terms and pricing strategies

Ø  Designs contracts proposal on joint business objectives and maximizing the PR portfolio

Portfolio Brand and

 products

Ø  Knows PR brands and categories positioning in the local market

Ø  Understands main consumption and brand trends according to different classifications (age, income, job, urban/rural, region,…)

Ø  Identifies products gaps and opportunities in the market and makes suggestions for limited editions/ tie ups with different brands

Ø  Evaluates portfolio’s performance and assesses the brands role within a portfolio

Consumer/ Shopper insight

Ø  Analyses multiples sources of information to get a deeper understanding of the consumer / shopper (purchase & consumption behaviour, shopper motivation,...) and shares key findings internally

Ø  Demonstrates sound understanding of  the role of  PR category segments in the whole Wines and Spirit industry, and develops argumentation accordingly

Ø  Uses insights to optimise 4P (portfolio, promotions, price, placement)

Ø  Develops activities that drive brand awareness with the consumer

Analytical thinking

Ø  Breaks down numerous and complex data, and frames it into clear insights

Ø  Defines sophisticated action plans based on in-depth analysis, considering both the short and long-term impact of options

Ø  Challenges existing practices and proposes sound alternatives

Ø  Assesses overall context (including players and political stakes) to investigate and identify actual root causes

Influencing and networking

Ø  Gets the right collaboration (& support) and develops influential relationship with key internal stakeholders and customers in line with PR Values, to influence positively the way of doing business

Ø  Plans regular meetings and actions with customers to develop a privileged working relationship

Ø   Comfortably deals with people at all levels of the organisation (internal & external)

Ø  Anticipates potential conflicts and reaches the right stakeholders to try and resolve it

Ø  Adapts his/her presentation techniques to audience’s characteristics

Ø  Understands client’s organisation and identifies customers’ key stakeholders

 

Experience Range :
8 years to 10 years
Industry :
FMCG
Functional Area :
Sales