A. PURPOSE :
This role exists to operate the F&B Business driving towards business topline objectives and customer
satisfaction and to ensure support and co-operation from all other functions like commercial, technical,
supply chain, strategic sectors is obtained so as to meet the overall F&B business objectives as well as that of
the overall Diversey operations in that country.
B. PRINCIPLE ACCOUNTABILITIES :
? SALES : To ensure achievement of topline & bottom line plans for the respective business
? PROFITABILITY : To ensure achievement of bottomline plans for the respective business
? CUSTOMER SATISFACTION : To ensure customer satisfaction across the entire business
? PROCESSES : To ensure proper sales and customer management processes ensuring company
leadership position is maintained in the marketplace and stage set to build further
? LEADERSHIP :
o To lead & manage the sales team with high morale and motivation levels ensuring complete
delivery of our promises to customers including continuous service and technical support,
with speed
o To bring speed, stretch and energy into the team members, driving it to be the winning team
in the industry and within the Diversey world, with the edge to retain leadership position
and build it further, continuously
? PEOPLE MANAGEMENT : To identify high performers and high potential players in the team and
plan for career development to the mutual benefit of the company and them. Simultaneously to
plan for retention of stable performers and improvement plans for weak performers. To drive
training to meet all of the above objectives via coordination with HR
? STRATEGIC INITIATIVES & KEY METRICS :
o To identify quick wins for current growth
o To develop strategic initiatives for future growth via geographical expansion, customer
partnering, innovation in product line, technology platform changes, product management
& marketing (this will be done along with the marketing and technical teams), identification
of new business opportunities, etc.
o To resource via people / technology / products, etc - for these, after careful potential
analysis, setting the base & direction for the future business success
o Ensure key metrics like sales productivity, receivables NOD, sales growth, market shares,
competition market shares, GPs, costs, promotional spends, share of voice in the market,
segment shares, key customer acquisitions ; are achieved as per plans
? COMPETITION MANAGEMENT : To identify, track and handle competitive moves and subsequent
customer negotiations
? ENSURE RESOURCES AND SUPPORT FROM ALL OTHER FUNCTIONS : Work with all other functions
like supply chain, commercial, technical, HR and strategic sectors ensuring required support to the
respective sectors in the business. At the same time, ensuring all data / activity requirements of
other functions from the business like receivables management, sales forecasts, inventory
management at local levels, discount controls, etc are fulfilled so as to meet overall company
objectives and maximise business profitability
? SUPPORT BUSINESS LEADER : To provide support to the Country Director in meeting company
objectives via business performance, data, customer management, liaising with key constituencies,
etc.
? INTEGRITY : To maintain integrity in all activities of self and the team and to drive an ethical work
culture across the team and company.
ADDITIONAL RESPONSIBILITIES :
? Coordinate for the technical support, provide basic technical support at times
? Participate in projects of company or other function relevance
? Play roles as required by Company Head on an ongoing basis
C. SUPERVISION : A business of USD 5 – 6 million, with the potential to grow +20% year on year
D. GEOGRAPHICAL SPHERE OF INFLUENCE : National responsibility
E. KEY INTERACTIONS :
a. Internal: Sales Team, Functional Head of Supply Chain team, HR Team, Technical team and
Finance Team, Factory Managers, MD.
b. External: Numerous customers across all segments of the respective business line, CFAs,
transporters occasionally.
F. QUALIFICATION GUIDELINES :
a. EDUCATION : BE (Chemical) or M.Sc (Chemistry), MBA – this position needs to have a good
understanding of technical issues to be able to understand problems and opportunities.
Management qualification is necessary to be able to manage the business and team in a
professional manner with a strong understanding of all business functions including HR. This will
also ensure a strong commercial and IT oriented mindset.
b. EXPERIENCE : To have the experience of managing a medium sized team, with national
responsibility, having strong personal customer management experience in institutional
accounts at senior levels, having been responsible for business topline and bottomline, having
experience of product selling so as to understand supply chain complexities, have a strong feel
of the distribution scenario, having been involved in tactical & strategic decision-making, have
some innovative moves to his credit, having been involved in product management and
marketing to a reasonable extent to understand its role In our business. Involvement in basic
commercial decision making to be able to contribute to commercial processes and P & L
management.
