Job Details

• Sales planning
• BTL implementation
• Distributor management/ engagement
• Product knowledge
• Customer Focus
• Collaboration
• Adaptability
• Result orientation
• Execution excellence

Financial:

• Design & execute sales strategies defined for the sub-region

• Ensure month on month achievement of sales target (value and volume)

• Ensure revenue from sales of new products as per AOP target

• Drive incremental revenue from distribution expansion

• Ensure achievement of sales target in focus segments

Customer Orientation:

• Conduct calls as per the agreed plan with each distributor. Review call cycle, reporting (weekly) on calls made and stock ordered for the team

• Build and maintain distributor relationships to grow regional sales

• Work closely with distributors to develop & execute annual plan for promotions and advertising campaigns

• Work with the marketing team to ensure that distributors are fully aware of and support planned promotions

• Ensure distributors have appropriate investments to cater to market needs (stock levels, credit, salesmen, etc.)

• Provide merchandising assistance (i.e., through point of sale material, brochures, etc.) and advice to distributors in order to maximise sales opportunities

• Resolve product issues (such as recurring faults) at distributor level, arranging credits, replacement stock as required and providing feedback to Brand Managers for recurring issues

• Ensure timely settlement of distributor issues like pending schemes/ discounts/ reversal of debit note, etc.

• Collect no pending issue letter from distributors on quarterly basis

• Provide support to develop products as per region's demands

• Authorise and allocate transit damage rebates and credits effectively and within Company guidelines in order to maintain a positive relationship with distributors and maximise profitability. Report any exceptions to the Regional Manager

• Track distributor order fulfilment of demand generated from Retailers by the field force

• Track market/ competitor intelligence through ASMs & derive actionable from the same.

People Orientation:

• Motivate & lead ASMs & SOs to establish coverage, distribution and display objectives to meet Sales targets

• Cascade targets for team & provide necessary support such as coaching, feedback, training & development to meet targets

• Provide inputs on training needs for the team to Regional Manager/ HR

• Recruit and develop team members. Support HR in creation of a talent pipeline to ensure business continuity in case of attrition.

Internal Business Process:

• Track & minimize average outstanding at end of each month as a % of month's sales

• Improve sales billing phasing to reduce month end skew

• Drive distributor/ retailer engagement and scale up efforts to increase number of participating distributors/ retailers

• Ensure adherence to market working plan for self & team. Report regularly to Regional Manager

• Review quality of distribution by tracking the range of articles billed out of the identified focus articles

• Review distributor effectiveness by tracking distributors meeting target turnover

• Ensure improvement in article wise stock availability

• Ensure adherence to key sales processes

• Prepare territory wise distributor to retailer mapping records

• Provide inputs to Regional Manager for accurate & timely sales forecasts

• Conduct timely reviews as per sales governance model