Director Of Sales And Marketing
Pan African tobacco group.
Total years of experience :17 years, 4 Months
Pan African tobacco group is a leading tobacco group of companies that grow tobacco, produce and distribute 9 brands in more than 25 African and Asian market, market leader in most of them and expanding across Africa and rest of the world.
Current role act sales and marketing of cigarettes including new product launch, budget & sales volume forecast to roll the production planning, proper utilization of fund to rotate the business, market survey & research for new product development, industry analysis, inventory control & promotional planning and implementation, decrease CPC cost, budgetary control to increase profit.
To develop the new products to compete competition each of the segments and to build the brand image to move lower segment to upper segment.
100% CRM (Customer relationship management) implementation is the current challenge.
Setting up sales & operation channel to maximize the distribution across the country & to manage all depots and distributors in Angola.
This role was about the sales and operational planning involving sales forecast, controlling and managing the sales budget to increase profitability, training to regional managers to boost their skills, Building &designing healthy relations with Key accounts and outlets, mapping their requirements & providing them best solution in terms of right products.
Under this role I was managing all depots and distributors in North Angola whose contribution are the highest in the country. Was handling 90+ sales force with 4 area manager and one supervisor.
I was responsible for sales and operational planning involving sales forecast, inventory management at depot & regional level, controlling and managing the budget to increase profitability, make promotion plan to achieve the target, merchandising, training and recruitment of new staffs.
Key functional Area:
Analyses, tracking competitors and providing valuable inputs for latest market trends to ABL for tunings sales and marketing strategies.
Tracking & maintaining SOV data and proper usage of marketing budget specially for merchandising and display.
Main job responsibilities was to develop the market and to expand the distribution in the capital city while to stop the de-growth was the first challenge as company was de growing year by year.
Route design for efficiency of sales of B2B with new activation and B2C as well, sales and operational planning and execution of sales promotion schemes, PCC etc., ensure display and execution of the product and POS materials, monthly class room Training to the promoters was the additional responsibilities for the job.
Godfrey Phillips India ltd is the second largest player in the Indian cigarette industry. Incorporated in 1936, the company has diversified into others businesses such as Cigar, confectionary, tea, cosmetics, chewing pan masala segment and retailing. Philip Morris International (PMI) tied up with Godfrey Phillips India ltd for cigarette distribution in India.
To achieve primary target as well as secondary target, controlling of sales and distribution budget to increase profitability.
Ensuring availability of products at Retail outlets as well as dealers, ensure uniform policy and standards for distribution between dealers and retailers to avoid price cutting, planning and execution of sales promotion schemes, PCC, DAP etc.
Managing the merchandising standards through trade visits & monitoring through TMS’s and route Salesman.
Objective of this role was to break monopoly outlets of competition and to create monopoly outlets for the company.
Transfer the outlets to sales team after outlets development, to help sales team for infrastructure planning including van & depot space management, distributor infra structure planning, implementation of pre sell concept in compact area, training to pre seller & Market developer.
Additional job responsibility:-
I assigned additional job responsibilities for distributor management of A & B class distributor, implementation of distributor automation system and Nashik coke unit was the fastest improved region in system implementation in the country and got award for the same in 2009.
This was most challenging and toughest job and responsibilities in my carrier which experienced will be carried out through my journey till the end of my professional life.
l was given responsibility to get business and to develop the market where competition was 90% and we were having 10% market share. I accepted the challenge and left the area with high note at stable mode with 40% market share within a year.
Main job responsibilities was to develop the area and to achieve primary target as well as secondary target, maintaining stock norms, tracking of DOD/BBD (Date of dispatch and best before date) by ensuring FIFO method, controlling of MVC outlets (Most valuable customer) and trade scheme of the market.
Distribution correction in assign area, achieve RED (Right execution daily) score target for every assign market, controlling of AR (Amount receivable) and COL (Crate on loan), training to RMD (Rural market developer)/Market developers.
To develop the new outlets with existing outlets.
Maintaining the activation element in the RED (right execution daily) outlet.
Product & POS availability in RED outlet.
Branding Plano gram to be maintain in the RED outlets as per company Plano gram.