KEY DUTIES & RESPONSIBILITIES
Sales Management

• Develop and implement sales strategies to build the brand, Harleys
• Responsible for the elaboration and ensure the execution of the Sales plan channel wise
• Prepare Sales Plans – each channel
• Develop and implement channel wise activities
• Manage channel wise Communication strategy
• Manage the channel mix
• Pre-market assessment in conjunction with authorities
• Develop pricing strategies
• Monitor Sales plan and objectives
• Plan discounts, bonus, offers
• Ensure timely implementation of Sales communication
• Plan, develop and implement sales initiatives and activities to achieve Harleys objectives both short term and long term
• Manage and keep records of activities
Branch

Management

• Set objectives for the Branch, and follow through achievement
• Collaborate and communicate
• Ensure Implementation of Strategic Plans
• Address concerns of Supplier’s related to branches
• Plan and grow Branches

Financials

• Annual budget planning (sales target, advertising and promotional budgets)
• Prepare budget by Lab (economics trend, new products, campaign, price adjustment)
• Monitor, review and report on all marketing activities
• Claim Calculations, and communications
• Report on ROI and KPI
• Ensure that the sales objectives are achieved, measured and reported
• Preparation of presentations and sales reports
• Ensure monthly GP is achieved and follow up on GP (check change in unit price, monitor sales report and take corrective actions)
• Provide post event analysis and reporting
• Budget monitoring for sales expenses
• Closely monitor and analyse sales and market share trends

Suppliers Management

• Meet regularly with Suppliers to build effective relationships and promote Harleys Ltd as a leading partner
• Respect suppliers’ regulations regarding storage, logistics, distribution, sales activities and pricing structures
• Prepare and ensure suppliers’ business reviews are prepared in a timely manner
• Liaise with suppliers for NPD, set targets or strategic plans concerning brands
• Prepare the monthly reports and attend to all queries in a timely manner
• Prepare supplier’s visit (business review, trade visit & administration)
• Main contact of suppliers
• Build strong relationship with suppliers

Customer Relationship Management

• Attend to all customer complaints
• Took corrective measures in order to satisfy customer’s needs
• Handle customer complaints effectively in a timely manner
• Visit Key Customers

Sales Forecasting

• Update sales forecast and liaise with Supply Chain to efficiently manage and monitor stocks
• Follow up of proper ordering and smooth flow of stocks and optimum stock levels
• Align with calendar of activities
• Review monthly sales forecast taking into account latest trends
• Assess SFA and adjust forecast if need be

Promo Planning

• Planning of promo: pre-workings and analysis
• Work with sales team to create and tract activities
• Ensure proper implementation of sales activities
• Follow up with sales on demand plan
• Ensure deadlines are respected for submission of TPR and follow-up on implementation

Stock Management

• Analyse stock report and prepare action plan for depletion by brand, skus and customer
• Lead short expiry depletion plan
• Analyse and validate impact for depletion (sales under cost, unit cost, finance by suppliers.)
• Execute for depletion and follow up with sales team
• Share plan for execution by sales team after cross checking physical availability in warehouse

Market Monitoring

• Conduct market research to determine market requirements for existing and future products and Labs.
• Analyse the market, product/ Labs performance and launching of new products, new Labs
• Data analysis and interpretation
• Research products/ Labs to identify new opportunities
• Continuous observation and monitoring of competition and their activities
• Keep track of and evaluate the marketing activity of competitors
• Undertake market research, Liaise and Get Independent services from professional entity, to remain competitive in the market, and act proactively.
• Collect, analyse and make use of information of the different sales channels
• Ensure market surveys and field researches are carried out for old and new Labs, to understand our rank and sales weightage.
• Closely monitor and analyse and competitive activities

NPD/ New Lab development

• Prepare costing and sales forecast
• Authorisation from Authorities
• Define distribution channel
• Prepare Price List for listing
• Follow up with Channel Managers: ensure product listing
• Identify and propose new areas of development

Human Capital

• Work closely with different channel Managers, Category Executive, Coordinator, Branch Managers, Suppliers, customers (internal and External)
• Provide sales Reports/ Analysis/ effective utilisation of information, skill building to internal stakeholders.
• Coach and monitor work of subordinates
• Motivate and promote teamwork with subordinates
• Ensure positive and effective communication with subordinates and staff
• Ensure that the responsibilities, KPIs and accountabilities for all team members are defined, communicated and understood
• Develop performance standards, assess and manage performance of team members
• Lead and coach team members on Leadership Capabilities
• Create and maintain a positive and conducive work environment where team members are engaged and willing to perform at maximum capacity.
• Ensure that Human Capital initiatives including but not limited to Leadership, Succession Plan and ‘Great Place to Work’ are properly and successfully deployed within the department
• Identify competency gaps, manage learning and development plans and provide opportunities to team members to learn and grow
• Identify areas of improvement with respect to discipline, code of conduct, team members’ engagement and address & resolve conflicts & issues
• Ensure that all health and safety provisions and measures are properly always adhered and complied with
• Ensure that the department comply with established policies and procedures, company’s standard practices as well as legal provisions as per prevailing legislation

Qualifications, Skills and other prerequisites

• B.SC Science related course, Post Graduation In Marketing Management.
• 10 yrs of experience in all aspects of developing and managing marketing and sales strategies.

• Strategic thinker & result oriented
• Strategic thinking and decision making
• Problem solving
• Data analysis