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Entrepreneur In Residence (Offline Business)

Entrepreneur In Residence (EIR) for Offline Business

You are your own boss and as a Leader you love to back your Sales Goals with Perseverance, you practice these Golden Rules :
You know how to connect right dots when it comes to building offline sales
Every year is your first year in selling, and you carry a consistent proactive approach all these years.
You ensure the Sales expectations are Clear, Realistic, Deliverable and Shared correctly.
You understand the concept of “Never Stop Communicating” as sales is all about having great conversations as well building relationship.
You know how to create Demand with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives.

We are looking for Entrepreneur in Residence (EIR) who will be responsible for scaling up offline Sales through formulation complete offline business strategy, identifying perfect channel mix, work on GTM strategy, P&L Management, Channel Management along with Sales Distribution, will drive strong Growth KPI’s, expanding capability, and delivering on ambitious Revenue Goals…

About the Founder, Puneet Gupta:

Puneet Gupta is an IIM Calcutta alumnus who started his career with the Honeywell as an engineer in 2007. However, the senior position in an MNC was not that we wanted to settle for. He joined a defence start-up in core team and accelerated the growth to 20x within a span of 5 years. Having worked with the defence and realising the tough personal hygiene maintenance situation for the soldiers, he, with Biotechnology Centre of IIT Delhi, started Clensta International.

About Clensta at a glance:
Founded in 2016, we are managed by a highly talented team under strong Leadership in association with IIT Delhi. 
Series A funded
Valuation 100 Cr +
In active discussion for Series B
We are backed up by investors like Co-Founder of HCL, Co-Founder of IAN and Raman Roy, Chairman of NASSCOM, Bikky Khosla of Khosla Ventures, IPV, VCATS.

Your qualities as an Entrepreneur:

·      High on building and owing offline value chain

·      You have worked cross functionally in various product lines

·      You take ownership & manage well.

·      You are aware of all the latest trends of the market to suggest better business decision.

·      Ability to guide and coach across levels in the line team

·      Ability to take the team along and provide them encouragement, direction and course correction inputs at all times.


Experience : 3 to 6 Years

Job Location : Gurgaon (work from office)

Your Overall Business Management includes:

1. KPIs: Develop KPI reports to assess sales performance. Provide monthly and quarterly performance reviews for the sales team.

2. Forecasting: Establish best practices and methodologies for forecast accuracy and pipeline management. Actively participate in all forecasting activities and maintain a deep understanding of ongoing sales activity in support of sales teams.

3. Pricing: Maintain a full understanding of market pricing requirements, pricing structures and key contract terms. Develop price quotes/pricing strategies/pricing policies for Sales execution. Suggest creative pricing and payment solutions balancing needs and pricing policies.

4. Variable compensation: Support and develop compensation programs, performance tracking, reward calculation, quota achievement, reporting and analysis.

5. Contracting: Liaison with legal team during the contract negotiation process to ensure the appropriate terms and pricing are incorporated into the final documents.

6. Support business case analysis for executives and the sales organization: Work closely with finance to continuously improve - daily sales reporting and - daily device deployment/inactivation reporting. Identify opportunities to establish meaningful reports that can turn into actionable items.


Your Job Responsibilities as:

Identifying and building right channel mix (20%):
Working on understanding right product and market fit for all product ranges
Categorising high potential markets in respect to Clensta product range
Scouting right candidates and developing vertical for offline sales

Managing complete P & L (20%):
Achieve financial indices such as EBIDTA, net cash flows, and revenue by formulation and implementation of five-year strategic business plan which will be executed under annual business plans as approved by the board.
Responsible for the annual budget and financial performance across units and ownership of the P&L
Provide full visibility into the sales pipeline at every stage of development
Develop compelling value propositions based on ROI cost/benefit analysis.

Go to Market Strategy and Activating Sales Channel (20%) :
Work on building a complete distribution model by engaging right set of Stockists, distributors and retailers
Work on building complete sales team including hiring, scouting and onboarding at all levels.
Provide full visibility into the sales pipeline at every stage of development
Build process and funnel for top-down reach out, onboarding, activation, and expansion
Responsible for marketing activities, turnover, sales & profitability, market share, identification of new product requirement, forecasting, business development and execution of orders, controlling inventory
Act as executive leader to the customer, providing corporate resources to ensure the highest levels of customer satisfaction

Formulating Sales strategies (20%):
Own all plans and strategies for developing business and achieving the company's sales goals
Work on building and development of the sales plan. Prepares forecasts and KPI reporting for the sales teams, and reporting it to upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning.
Coach and mentor to develop a highly productive sales team
Define and set sales strategy for team, and work closely with direct reports to ensure proper implementation, follow-up, and follow-through of strategy

Nurturing the right partnerships – GT/MT/CPC/CSD (20%) :
Arrange time to time dealer/customer seminars to motivate the dealer and distribution network and sharing the respective schemes for different product portfolios.
Have immense experience in General Trade and Modern Trade
Have experience working in International Markets in similar business
Work collaboratively across teams – including Product, Operations and Marketing
Establish and foster partnerships and relationships with key customers both externally and internally.

You have the following skills:
Experience managing an FMCG/Non Food business sales organization
Experience working for an Start-up, Growing company
Experience in managing a team and engaging cross teams like presales, marketing, BDR & professional services
Proven new business development skills
Outstanding presentation, facilitation, communication, and negotiation skills
High comfort level and presence with senior distribution and manufacturing executives
Excellent written and verbal communication and client relationship skills\
Bachelor's degree in business management or administration, finance, accounting, marketing, or related field.
Proficiency in all Microsoft Office applications.
The ability to travel as needed.
Gurugram, HR, IN