Smartwyre’s Post

Managing for Growth in Global Accounts Global Key Account Management is more critical than ever for two main reasons. Firstly, because fewer customers represent a larger share of your sales, and Secondly, your efforts to grow and expand your business hinge on your best people learning the skills needed to succeed in this complex environment. So why is Global Account Management challenging? It’s more complex in size and scope involving multiple stakeholders and attracting heavier competition. Additionally, many organisations’ struggle to implement and enforce global strategy on a local basis. The local centres often have P&L responsibility and a lot of power, and it’s not uncommon to be dealing with founding owners that have been acquired. They frequently have different markets, strategies and agendas all of which can knock your strategy off course. Stories from the KAM trenches It's not unusual that the KAM relationship is a mere duplication of the sales management relationship. If you are in doubt just ask the sales team about their network inside your account and compare it to the KAM network into that account. What we need is an improvement over time of the relationship. Goal is to grow into the duet and finally into the diamond model. Key Account Managers connects the whole of the both organizations! Trust you are doing well in growing your global accounts!

Being a sales Manager in the fast-paced FMCG industry means overcoming several challenges, like intense competition and changing consumer demands. A sales manager must balance these factors to achieve their objectives and Targets . Do you agree? What goals/strategies and obstacles do you have in mind? #salesmanager

What is your Prime responsibility as Business Manager of your Organisation ? Answer : As a business manager overseeing sales and business development for Fast-Moving Consumer Goods (FMCG) products, your responsibilities may include: 1.Sales Strategy: Develop and implement effective sales strategies to achieve revenue . 2. Target Mkt Analysis :Conduct market research to identify trends, competition, and consumer preferences. 3.Business Development: Identify and pursue new business opportunities, partnerships, and distribution channels. 4.Product Launches: Coordinate and execute successful product launches, considering market demand and consumer needs 5..Sales Team Management: Lead and manage a sales team, providing guidance, training, and performance evaluations. 6.Customer Relationship Management: Build and maintain strong relationships with key clients, distributors, and retailers. 7.Budgeting and Forecasting: Develop budgets, set sales targets, and regularly evaluate performance against projections. 8.Promotions and Marketing: Collaborate with marketing teams to create effective promotional campaigns and advertising strategies. 9.Supply Chain Coordination: Ensure seamless coordination with the supply chain to maintain product availability and optimize distribution. 10.Data Analysis: Utilize data analytics to track sales metrics, assess market trends, and make informed business decisions 11.Compliance :Ensure adherence to regulatory requirements and industry standards. Remember, effective communication, strategic thinking, and adaptability are key skills for success in this role. #sales #saleseffectiveness #management #leadershipdevelopment #businessandmanagement

REGIONAL KEY ACCOUNTS MANAGER Reporting to: Commercial Sales Manager - Coastal •Responsible for the creation, coordination, and execution of strategic business plans for key accounts OTC pharmacies/wholesalers based on market and business analytics. •Day-to-day commercial activities include contract implementation and management, reimbursement support, developing and maintaining strategic relationships with key decision-makers, and delivering sales, profit, and customer investment targets Job Purpose : Required Learning •Bachelor’s degree in Business or Sales and or equivalent •2 years experience in sales / key account management •Strategic customer management exposure within an FMCG/Pharmacy/Wholesale environment. Key Job Outputs •Develop Key Strategic Account Plans in line with the OTC Accounts National plan •Driving business growth & improving commercial execution (Growing Sales, Revenue, and Gross margins, within Pharmacies & Wholesalers) •Responsible for the day-to-day commercial aspects of client business relationships, including compliance to contracts and or agreements, contact with customers, delivering sales calls, participation and preparation of meetings and negotiations. (Negotiating prices, terms of trade, discounts, rebates, returns, etc.) •Manage expenditure within trade spend budgets and trading terms with the Key Customers •Ensures that OTC products and services are available to customer(s) •Systematically analyses reports on sales results, expectations, market, competition and trends •Overall coordination of negotiations around all business dealings connected to defined customer(s) •Monitor stock levels key accounts/ wholesalers/distributors and advise on customer inventories •Develop and nurture customer relationships with Buyers and or Wholesalers, ordering departments, and internal stakeholders in Supply Chain, Finance & Marketing •Ensure reporting of weekly numbers to the Commercial KAM Lead so as to track performance and manage the month-end close process effectively •Management of Third-Party agencies on a national basis. Core Competencies •Solid financial and business acumen. •Excellent quantitative & analytical skills with strong attention to detail & accuracy •Ability to develop strong relationships with both internal and external customers •A desire to work in a high-growth and results-oriented team environment •Use of Business Intelligence Tools (BI) such as Micro Strategy & advanced Excel functions for data analysis •Negotiation, influencing skills, business orientated, skills and target-driven #KeyAccounts #SalesManagement #BusinessDevelopment #pharmacy #wholesale

Vice President Sales Job Description 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 te

Job Position: “Head of Distribution” Seeking Application for one of our Honourable Client #Hiring #Applynow #Jobopportunity #Careers #Careeropportunity #Careergrowth #Careerbuilder #jobsearch #Career #Recruitment #jobshiring #Vacancy #Jobvacancies #Employment #Hire #jobtoday #Urgent                                                                                                                            Job Description / Responsibility ·        Distribution Network Development: Identify, propose, develop and execute long-term Distribution/ Distributor development objectives, right-sizing of distribution network, geographical and market-specific distribution approach, end-to-end distribution cycle management. And plans by working closely with the Distributor/Sub-Distributor, Sales Team & other relevant teams that link business-building activities and volume/share of market objectives in line with overall company strategies. ·        RTM (Route To Market) Planning and Performance Measurement: Report and track performance against plans and take strategic actions to address issues to improve agreed KPIs (coverage, call frequency, product availability & sales) for sales & distribution function at aggregate & individual level for the team. ⁠Continuously analyze and assess the performance of the distribution network and identify high, moderate and poor performers and formulate action plan to address overall performance management. Also, drive Effectiveness & Efficiency of distribution network by initiating & deploying experimental projects at different scale/geography. ·        Develop right ROI framework and Distribution campaign management: Establish right ROI framework for the distributors and for their financial assessment. Develop strategic action plan according to the ROI framework to retain right distributors, build and develop potential and emerging distributors. In-line with that objective, design monthly/quarterly distribution campaigns for distributors and field forces. Market Visit: Meet Distributors nationally regularly to ensure relationship development with customer and effectiveness of activities. Collect, analyze and report data for implementing plans. Continuously monitor the market and gather customers insight on the latest trends and developments, analyze competitive landscape and utilize all these insights in distribution strategy and effective decision making. Also include relevant findings and insights in regular reports with key stakeholders. ·        Distribution Audit: Arrange Distribution Audit to identify existing & potential gaps/risks in the distribution operation process and take necessary actions to ensure compliance in distribution operation. ·        Supply chain coordination for product readiness: Maintain synchronization with relevant teams to ensure continuous supply of products in the pipeline by holding scheduled/ad-hoc meetings internally.

Why sales professionals are always in limelight ? It is because doing sales is not easy to begin with. It is a front end function directly dealing with market forces who are not always pleasant & welcoming and surely not in our control. It is sheer hardwork, planning, patience, integrity, perseverance, resilience etc which makes a good sales professional. It is a thankless job which has to function under any circumstances six days a week ( be it harsh season / natural calamity or otherwise.) Sales perhaps is the only domain which other than performing its core function of selling is also required to deal and coordinate with cross functional teams regularly like marketing, supply chain / logistics, finance, HR, IT & sometimes even production & quality control ( in small companies / some specific industries) to be able to perform optimally. This is also the function which is most critically evaluated for their performance basis the numbers / data and face the wrath of the management and market alike should something go wrong. They are the ones who have to sacrifice even their jobs for someone else's mistake. ( faulty policies, products, ineffective marketing plans etc). This is the function which directly generates revenue for the organisation. Rest all domains / departments are mostly spenders and are support functions. If you are a sales professional you should always feel proud that you are a multitasker in the real sense and always present where the real action is. #sales #demanding #performance #revenue #multitasking #salesprofessionals #action #resilience

One of the toughest tasks for sales managers is the ability to find the balance between 'what the customer demands' and what the 'company can offer'. I'm sure that anyone in sales or business development has been through this countless number of times. Sales managers often have a soft corner for their customers. I'm sure the same applies for procurement managers towards their suppliers. So it's no surprise, and maybe even welcome, when managers fight for what their external stakeholders desire. It could be for an extended payment term. Maybe an unreasonable delivery schedule. Or simply a cut-throat price. The less experienced would almost always sell at the lowest possible price with the best credit terms in the shortest of lead times! The end goal being to close the deal, come what may. This mindset doesn't always sit too well with management. And you can't blame them too much for it. Everyone has the right to want to do business on the best possible terms. Nothing greedy about that. But of course, those 'best terms' need to remain reasonable and competitive. Or else, it's just as good as throwing your sales manger under a train! So how can a sales manger master these sticky situations? For example, ✔️ Know your product, the customer, your competitor and the market. Put data in front of management to back your request for the 'best possible offer'. ✔️ Remember you have external (customers) AND internal (management) stakeholders to satisfy. The latter being those that sign your paycheck! ✔️ Anyone can sell at the cheapest. Skills are truly built when you negotiate better, use your power of conviction and express confidence in your product value. ✔️ Never forget that organisations run on profits. Not revenue. And growth comes with profits. Just like our increments! And of course, there are many other ways. But none of them will work if there is one little element left out of the mix. And that's TRANSPARENCY. If a sales manager happens to be in the dark of the quantum of profits they're actually contributing, believe me, there's very little to no chance, they'll ever feel accountable towards the growth of the company. That, is indeed, as dangerous as it sounds. A manager with no accountability? God forbid! #masterplan #hr #sales #procurement #manager #accountability #stakeholdermanagement

‼️What is the hardest part of being a sales manager? 🤔 ✨️The hardest part of being a sales manager is the human element. Not the targets, not the client demands, or even the market volatility. It's always been about the people. ✨️However, it is important to remember that sales is a competitive field, so it is important to be prepared for the challenges that come with it. ✨️Realizing this truth, we will understand that not all days are ''black and white'', but there are also ''colorful'' days. Because sometimes ''no'' just means ''not yet'' ❤️ #sales #salesmanager #logistics #logisticsolutions