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:

EXTERNALLY:

Job Posting End Date:

2026-08-15

Target Hire Date:

2026-05-15

Target End Date:

Cluster Head - Rest of Karnataka

Key skills