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Sales Manager- West

Date: Jul 1, 2019

Location: Mumbai, IN

Company: Glanbia

Glanbia is a leading global performance nutrition and ingredients group with leading market positions in cheese, whey proteins, sports nutrition and micronutrient premixes and our brands Optimum Nutrition and BSN are two of the world’s leading manufacturers of nutritional supplements in one of the fastest growing segments of the nutrition market. Our products are sold in over 130 countries worldwide and we employ 5,800 people across 30 countries, 60% of whom are in our international operations. Our shares are listed on the Irish and London stock exchanges and at GPN, our mission is to be the first choice of athletes and fitness enthusiasts everywhere to help achieve their goals through the highest-quality, most innovative performance nutrition products.


Job Title:    Sales Manager – West India


Reports To:  Regional Commercial Manager – West


Supervises:  RCA (MP,CG & ROM)


Work Location: Mumbai/Nagpur –

MPCG & Rest of Maharastra

Job Summary:

The SalesManager (SM) is responsible for the management and growth of existing and future customers maintaining long term relationships and maximizing sales opportunities within the assigned states of west region for Glanbia Performance Nutrition brands Optimum Nutrition, BSN and Isopure and additional brands as they are introduced. As the Sales manger, this role will also take on the responsibility of leading and guiding the State sales team on best practice, promotional activity and ongoing projects across PAN India.



  • Grow the sales of GPN Bands BSN, ON, ISOPURE with existing dealers and stores as well as identifying new sales opportunities in the region.
  • Effectively manage a portfolio of accounts ensuring revenue targets are reached and customers relationships are built according to growth plans and KPI’s
  • Take orders , track  distribution efficiency, assortment availability, brand blocks with messaging and POS merchandising from dealers and key retailers
  • Assist the Regional Commercial Manager – West in managing some of the key projects in the Specialty channel and also cross functional working with Head Office teams in Supply Chain, Marketing, Finance
  • Lead and guide State sales staff on best practices, promotional activity and work in partnership to identify opportunities to grow
  • Prepare forecasts and budgets for on-going and new business customers
  • Establish strong relationships with store managers and in-store staff to develop GPN partnership model
  • Track competition activities and suggest/ devise pre-emptive programs to counter at shop floor level
  • Monitor execution efficiency and conduct store audits to maximize shelf share for GPN brands
  • Monitor fill rates on a weekly basis for all customers
  • Track and report on grey market products
  • Define, implement and drive commercial proposals for customers
  • Attend trade fairs and events as required to generate leads and build relationships
  • Jointly develop and implement sales & marketing programs for customers
  • Contribute to reporting, planning and managing the competitor market
  • Manage sales and distribution teams on the ground in the region


    Knowledge, Skills and Abilities:  

  • Strong interpersonal and relationship building skills with retailers and distributors
  • Experience in sales of SN brands or strong sales knowledge in the territory related to food & health products
  • Experience managing BTL marketing executions including brand awareness & activations in-store, POS – sampling and events
  • Demonstrated delivery of financial sales targets, budget development and tracking, and demand forecasting
  • Effective influencing, negotiating and relationship building skills together with excellent written and verbal communication skills
  • Knowledge of trade marketing and brand activation preferably with an international brand focus
  • Proficient in Microsoft applications Word, Excel, PowerPoint, Access, etc.
  • Passionate about sports, health and fitness and familiar with sports nutrition supplementation
  • Experience managing distributors and implementing key business initiatives



  • Bachelor’s degree required
  • 5 + years commercial business building experience in FMCG,Telecom focused industries, preferably in health foods & supplements
  • Strong sales management and trade marketing (commercialization) experience from CPG, retail environments


NOTE: This job description is not intended, nor should it be construed to be an exhaustive list of all responsibilities, duties, skills, or working conditions associated with the particular job.  It is intended only to be a general description of the essential functions common to positions of this type.