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Head of Sales (B2C)
Apply By Aug 10, 2019
Job Description (total positions: 1, posted on: Jul 10, 2019)

  • 1)    SALES BUDGETING AND PLANNING : Supports supervisor in Divisional strategy development; Understands annual sales objectives set by supervisor according to Divisional strategy; Analyzes and prioritizes departmental requirements with support of subordinates; Develops tactical plans for achievement of Sales targets aligned with functional goals; Presents and discusses plan with Supervisor  for approval; Develops departmental  manpower plan in coordination with HR and seeks approval from  relevant authorities; Develops departmental budget with support of subordinates in coordination with Business Control as per approved annual plan; Briefs subordinates about approved annual departmental plan, delegates responsibilities and allocates targets; Implements approved tactical plan and ensures compliance; Monitors and tracks actual performance against annual departmental plan.
  • These responsibilities are carried out IN ORDER TO devise detailed tactical plans for achievement of departmental targets and functional goals and ensure optimal utilization of resources.
  • 1)    DISTRIBUTION CHANNEL DEVELOPMENT AND MANAGEMENT: Reviews yearly sales data obtained from team; Identifies Distributor’s with major contribution towards organization’s positive and negative growth; Formulates development plan for distributors with decreased sales and shares with team for implementation; Develops and implements distribution evaluation system and succession planning for Distributors; Maintains healthy relationships and contributes in organization’s growth; Prepares strategy for new distribution opportunities and guides team for further working; Negotiates and finalizes terms and conditions with new distributors; Builds and maintains relations with existing  and new distributors.
  • These responsibilities are carried out IN ORDER TO develop existing distributors, strategize new distribution opportunities to efficiently fulfill overall organizational objectives. 
  • 2)    SALES MANAGEMENT AND CONTROL: Monitors execution of sales plan and evaluates planned vs. actual sales targets achieved; Analyzes and approves operational (monthly/quarterly) sales plans; Conducts meetings with team, understands issues and provides support through on job trainings; Defines action plan for mitigation of sales gaps; Visits areas / territories and monitors sales progress; Directs sales teams for achievement of allocated sales targets; Liaises with Conversion for resolution of challenges in terms of order production and delivery; Ensures delivery of orders with Logistics as per stipulated timelines; Participates in SOR meetings and briefs on departmental performance against plans; Highlights challenges and discusses potential solutions with Peers and Management; Seeks support of Management for resolution of pending matters.
  • These responsibilities are carried out IN ORDER TO successfully achieve allocated sales targets and optimize sales progress and processes.       
  • 3)    BUSINESS DEVELOPMENT: Identifies new avenues for organizational growth, evaluates challenges and takes initiatives for achievement of BD targets; Develops strategies for acquisition of new opportunities and shares plans with team; Encourages opinions, reviews plans and instructs execution accordingly; Monitors execution of business development action plan; Negotiates and finalizes business deals with potential stakeholders;
  • These responsibilities are carried out IN ORDER TO strategize acquisition and development of new opportunities for organizational growth as per organization’s quality requirements and industry best practices.
  • 4)    TRADE MARKETING MANAGEMENT (ACTIVATION: Obtains opinions on product assortment from Trade Marketing team; Shares inputs with trade marketing team for RSF preparation and development of trade marketing plan; Resolves RSF related contentions between Sales and Marketing; Conducts meetings for finalization of RSFs on monthly basis; Analyzes situation at trade, competitor’s operations, BUCP’s product performance and identifies methods for improvement; Monitors sequence of activities and aligns procurement for point of sales material through appropriate channel; Controls costs and wastage of material and money; Obtains sales numbers along with feedbacks against RSFs from Trade Marketing and Sales team in monthly SORs. 
  • These responsibilities are carried out IN ORDER TO oversee RSF and trade market planning, remain competitive in market, monitor overall market conditions and ensure achievement of sales numbers.
  • 5)    KEY ACCOUNT MANAGEMENT: Comprehends business development and growth plans of retailers, distributors and all channel wise business partners; Manages key accounts of business partners; Plans BUCP’s growth pattern based on analyses of growth plans shared by business partners; Defines yearly sales strategy/tactics for achievement of growth targets; Allocates targets among key accounts and settles rates  for key accounts with Key Accounts Manager for further processing and negotiation; Negotiates and settles rates for critical key accounts; Monitors progress against defined targets and resolves issues if any; Takes initiatives to tackle challenging situations within ethical boundaries.
  • These responsibilities are carried out IN ORDER TO support key organization’s accounts with business/channel enhancement and growth, plan and achieve BUCP’s growth as per appropriate market situation.
  • 6)    POLICY/SOP DEVELOPMENT AND IMPLEMENTATION: Stays abreast with latest departmental trends and best practices; Analyzes and evaluates departmental processes and identifies improvement areas; Develops new and improve existing Policies, Standard Operating Procedures (SOPs), performance metrics and KPIs; Presents and explains recommended improvements to Supervisor and seeks approval; Educates stakeholders on updated Policies and SOPs;  Manages rollout and collaborates with relevant stakeholders for implementation of Policies and SOPs; Provides required data for operational compliance / audit; Understands and responds to audit observations; Works with supervisor for satisfactory audit closure.
  • These responsibilities are carried out IN ORDER TO develop, improve and implement SOPs for process efficiencies. 
  • 7)    PEOPLE MANAGEMENT: Provides effective and inspiring leadership; Ensures parity among subordinates with regards to learning and growth opportunities; Builds a conducive environment for engaged and committed team; Promotes a sense of purpose and self-fulfillment among subordinates; Creates the need for empathy when necessary; Leads by example, motivates and maintains a competent and high performing team, capable to meet current and future needs;  Manages performance of direct reports through objective setting, continuous support, feedback and formal appraisal; Identifies training and development requirements of subordinates  for current and future roles; Manages employee engagement with support of HR; Coordinates with HR for talent management; Handles administrative issues such as conflict management, grievances handling and disciplinary issues in-coordination with HR.
  • These responsibilities are carried out IN ORDER TO build and retain a highly engaged, motivated and effective talent and contribute to a disciplined and performance-based working environment.

Required Skills

Sales Management, Operations Management, communication, People Management

Sales & Business Development
Job Type
Full Time/Permanent ( First Shift (Day) )
No Preference
Minimum Education
Degree Title
MBA - Marketing from reputable institute
Career Level
Department Head
Minimum Experience
10 Years(Relevant experience from FMCG industry)

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