Assistant Manager Wholesale, MBO

Levi Strauss & Co.

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JOB DESCRIPTION

JOB PURPOSE & KEY METRICS

Describe the essential intent of the job in a brief statement.

Identify the most critical and measurable results for accomplishing the Job Purpose, including Key Metrics.

Purpose:

Develop, Drive , Execute   State / cluster wide Distribution plans  and programs to  maximise bus. opportunity.

  • Develop and execute State wise / market level / by Distributor - sales and account plan, maintain trade relationships and achieve market penetration, revenue, profitability and brand positioning targets.
  • Growth plan (blue print , scaling, investments market coverage, penetration etc.)
  • Profitability  (commercial models for PSIS, MBO etc.) & Brand POV  ( market share etc.)

Build Distributor  plans and investments for the current and medium term

-Sales planning (distributor –territory wise) that clearly spell out the agreed key actions to deliver the volume, revenue, inventory  etc.

  • Execute the account/channel management sub process with a single minded focus on maximizing retail sell-through.  
  • Build Robust Distributors/Partners - drive sustainable business plans and results  thru them
  • Assess and scale their capability. Ensure infrastructure for execution of sustainable results 

Drive and Manage the following core Distributor process: Distributor Development, Operations, Account   planning  & Mgmt., Incentives, Regional  programs, Business Results(Weekly/Monthly/Quarterly/Annual)

Plan and Deliver a well defined annual business plan & KPIs     

  • Billing(doors), Distribution Footprint, planned key priorities etc.

Key Metrics:

  • Sell-in (units/revenue)
  • Distributor sell -out
  • Distributor  inventory (FMC)
  • Accounts receivables (Collection)
  • Margins
  • Other Operations metrics e.g. Active Sell-out (units/revenue) – also a reflection of new store openings
  • Profitability  (commercial models for PSIS, MBO etc.) & Brand POV  ( market share etc.)

KEY RESPONSIBILITIES

List the key responsibilities necessary to fulfill this position’s basic purpose. These are the actions that must be performed to achieve measurable results listed above.

For U.S. only:  Identify which of these are “essential functions” with an asterisk (*) at the end of each statement.  (Functions are considered “essential” if: the function takes a significant amount of the employee's time; elimination of the function would fundamentally alter the position; failure to perform the function would have serious consequences.)

For U.S. only:  Indicate the approximate % of time spent on each (total should equal 100%).

1.Develop key account plan to achieve revenue, profitability, inventory and receivables targets.

-Account Plan(s) that clearly spelt out the agreed key actions and service offer to deliver the revenue, margins, market share and market positioning results.

  • New accounts and/or new channels/doors developed or opened as per target.

-Participate in the development of key account plan (Dist ) to achieve volume  revenue, inventory, returns, DSO  targets as per channel plans 

  • Conducts regular sales visitation to secure orders, ensure  adequate retail presentation, track sell through (wherever possible in agreed Sample Stores)  and ensure appropriate inventory mix and level at trade.

2.Accurate Annual and Monthly Sales Forecast that informs demand forecast, inventory and production planning resulting in increased fill rate while minimizing inventory level.

-Gather and analyses data on consumers, retailers and competitors and use the analysis as inputs for monthly sales forecast and for identifying new accounts/ new business opportunities.

-Conducts regular (weekly/monthly) sales visitation to secure orders, ensure retail presentation according to prescribed standards, track sell through (wherever possible)  and ensure appropriate inventory mix and level at trade.

First quality sell-through maximised.

-Monthly and seasonal booking targets achieved per plan.

-In-store retail presentation executed per plan.

-For each major sell-in season (Booking conference), prepares product assortment plan integrating with the appropriate VM/in-store marketing support to achieve maximum sell-in results with retailers.

-Track product performance at retail and initiates action planning to capture additional sales opportunity for fast moving products and minimize inventory through timely clearance of slow moving products.

4. Collects receivables on a timely basis. 

-Maintain mutually beneficial and profitable relationship with trade partners

  • Achievement of KPIs: Units, revenue, margins, % returns, DSO of assigned accounts

Direct Reports: None  (will manage the Distributors’ organization / team )

Key Relationships: Regional Wholesale Lead, Regional Finance, Retail Merchants

JOB REQUIREMENTS

List required minimum education, years and type of experience and the competencies (knowledge, skills & abilities) required to perform the job.

Include the complexity of decision making and problem solving.

Education

  • Degree  in relevant discipline preferably with MBA degree

Experience

  • Minimum 4-8  years of  experience with proven  distribution management  experience in the relevant market. Strong distributor commercials and growth/ expansion demonstrated in building a sustainable market share (FMCG/ Telecom/Apparel) 
  • Should have led a state / large metro city with a  significant size of business responsibility 
  • Should have strong understanding of  Distribution /Distributor P&L  and must have managed Revenue, Costs and  inventory accountability as well.

Critical Skills

  • Business planning for medium  &  near term (Financial, capability , growth, resourcing etc.)
  • Strong Planning and attention to detail
  • Ability to manage large partners / distributors  Strong Commercial acumen
  • Good business development and negotiation skills - Create win-win solutions for all
  • Strong problem-solving and decision-making
  • Data interpretation and number analysis
  • Ability to deal grow and expand a market- mindset to optimize opportunity

Functional Competencies

SALES:

 Drives sales growth with sell through mindset.  Establishes strategies, budgets and targets including monitoring to ensure a win/win situation for the customer and LS&CO.  Understands the implications of customer size, distribution channel

CUSTOMER MANAGEMENT:

Executes Customer business development, management of customer relationships and solid negotiations skills; Maintain a strong network of external business partners  to identify and act on business opportunities 

DISTRIBUTION MANGEMENT: Manages channels through multiple strategies and execution. Aggressively acquires new channels of distribution with potential to grow in line with the brand positioning and target.

CONSUMER & MARKET INSIGHT: Externally focused on customer, marketplace and competition to support informed decision making on 4P presentation on floor. Has superior in-depth knowledge of the marketplace, practice, consumer trends and competitor trends.

OPERATIONS LEADERSHIP: Demonstrates strong leadership in sales and influences other functions to secure growth targets. Demonstrates category leadership. Is a positive face of the brand to customers and inspires the team.

FINANCIAL ACUMEN:

Tracks key financial levers and performance measures to hit or exceed plan.  :

LOCATION

India, Mumbai - Office

FULL TIME/PART TIME

Full time
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Confirmed a day ago. Posted 30+ days ago.

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