<br /> <meta charset="utf-8" /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">NRRS&nbsp;&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Head of Sales &amp; Marketing&nbsp;</b></p> <div> <table> <colgroup> <col width="180" /> <col width="192" /> <col width="158" /> <col width="166" /> </colgroup> <tbody> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Unique Job Role&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Head of Sales &amp; Marketing&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Date Last Updated&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">9th Jan 2024</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Business/Function/Site&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Sales &amp; Marketing&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Department&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">S&amp;M of IRIS, LIA &amp; Stop &ndash; O, GT and MTO</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Direct Reporting To&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Managing Director</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Functional Area</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Wellness &amp; Lifestyle</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Dotted Reporting to&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">NA&nbsp;</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Sub Functional Area&nbsp;</b></p> </td> <td>&nbsp;</td> </tr> </tbody> </table> </div> <br /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Job Purpose &nbsp;</b></p> <div> <table> <colgroup> <col width="696" /> </colgroup> <tbody> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Responsible for P&amp;L, Sales revenues and Marketing development and implementation of an effective sales strategy for the&nbsp; business. Responsible for planning, reporting, quota setting and management, sales process optimization, integrated marketing&nbsp; strategy, sales job design, sales training, sales program implementation, sales compensation design and administration, and&nbsp; recruiting and selection of sales force talent.</b></p> </td> </tr> </tbody> </table> </div> <br /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Accountabilities&nbsp;</b></p> <div> <table> <colgroup> <col width="687" /> </colgroup> <tbody> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Key Accountabilities</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">1. Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in&nbsp; line with Annual Business Plan (ABP). Create and plan yearly marketing plan with ROI analysis.&nbsp;&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">2. Responsible for GT and MTO channels. Expected to work with Ecom &amp; Digital Head &amp; share relevant market inputs &amp; work towards Omni-channel presence of brands.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">3. To direct the Sales team and establish sales targets brand wise, pack wise as per ABP, help them in breaking the&nbsp; same geographically, monthly, weekly &amp; daily targets.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">4. To motivate &amp; direct Sales team to establish coverage, distribution and display objectives to meet sales targets.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">5. Responsible for Consumer Marketing Initiatives and Brand management of wellness &amp; lifestyle categories of NRRS for IRIS, LIA and Stop-O brands. Develop &amp; implement marketing strategy for new and existing products including&nbsp; campaigns, events, digital marketing, and PR.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">6. To plan and implement local sales promotion, liaise with the &lsquo;Region specific sales&rsquo; teams &amp; the &lsquo;Analytics&rsquo; team, to&nbsp; decide the Consumer Marketing Initiatives&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">7. To analyze stock movement/availability&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">8. Help board in developing long term pricing strategy to maximize variable margin through product/ territory/ pack mix&nbsp; decisions. Work towards reduction in cost with optimum quality of product development&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">9. Regularly have commercial review for profitability and working capital including debtors.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">10. Have a clear focus on new channels like Institutions and Modern Trade, Digital, etc. to build Distribution, visibility, and volumes.&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">11. Decide the different ATL and BTL type of campaigns to be conducted across the year &amp; the budget to be allocated&nbsp; for them. Achieve financial objectives by preparing an annual budget; scheduling expenditures; analysing variances;&nbsp; initiating corrective actions for all Marketing activities&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">12. Work out a training calendar for all players in the Sales Organization and implement the same with the help of head &ndash; sales and training development&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">13. Achieve Turnover &amp; Profit targets.&nbsp;&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">14. Recruit, Develop &amp; retain quality manpower</b></p>
		</td>
	</tr>
</tbody>

</table> </div> <br /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Page 1 of 2&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">NRRS&nbsp;&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Competencies &nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Competencies&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">A. Functional Competencies&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Must be strong in Sales &amp; Marketing Planning and Strategy, Sales &amp; Marketing Concepts, Product Positioning, People &nbsp;Management, Competitive Analysis, Understanding the Customer &amp; consumer, Product Development, Client &nbsp;Relationships&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Must have strong knowledge of distribution and sales networks, Knowledge of distributors and FMCG route to market ▪ Must have experience in leading campaigns end-to-end with solid knowledge of brand, thought leadership, targeting and &nbsp;segmentation, messaging and positioning, creative content, and marketing mix&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Must have excellent idea about the current trends &amp; customer buying behaviour in the FMCG sector ▪ Very sound functional / business knowledge&nbsp;</b></p> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">B. Behavioral Competencies&nbsp;&nbsp;</b></p> <div> <table> <colgroup> <col width="706" /> </colgroup> <tbody> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Strategic Orientation</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Performance and Accountability</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Leading Teams</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Communication &amp; Listening</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Negotiation</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Decision Making</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Entrepreneurial Mindset</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Planning and Organizing</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Flexibility and Adaptability</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">▪ Mentoring and Coaching</b></p> </td> </tr> </tbody> </table> </div> <br /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Experience &amp; Educational Requirements</b></p> <div> <table> <colgroup> <col width="389" /> <col width="315" /> </colgroup> <tbody> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">EDUCATIONAL QUALIFICATIONS: (degree, training, or certification&nbsp; required)</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">&bull; MBA or equivalent from a reputed Tier A&nbsp; institute (Preferably in Sales &amp; Marketing)</b></p> </td> </tr> <tr> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">RELEVANT EXPERIENCE: (no. of years of technical, functional,&nbsp; and/or leadership experience or specific exposure required)</b></p> </td> <td> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">&bull; 15+ years total experience in sales and&nbsp;&nbsp;</b></p>

		<p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">marketing with 7+ years in managerial capacity And 7-10 years in a premier FMCG&nbsp;</b></p>
		</td>
	</tr>
</tbody>

</table> </div> <br /> <p dir="ltr"><b id="docs-internal-guid-60befc1c-7fff-9785-c546-4b694c59f2c0">Page 2 of 2&nbsp;</b></p>