Job Details

• Business Acumen
• Selling skills
• Market Knowledge
• Analytical skills
• Customer Focus
• Collaboration
• Adaptability
• Result Orientation
• Negotiation skills

Financial

• Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an aerial scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.

• Managing distributors to ensure primary the sales plan is achieved as per defined objectives

• Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs

• Ensure timely clearance of outstanding payments from distributors

Customer Orientation

• Capturing feedback of retailers on secondary scheme, NPD and distribution services

• Resolving retailer complaints with company or distributor

• Managing customer complaints including sales return In case of sales return

• Discussing service feedback with respective distributors as obtained from outlets

• Creating area coverage expansion plan based on market intelligence and inputs from SO. Implementing the coverage expansion in alignment with company objectives and RSM

• Ensuring new distributor on-boarding as per defined norms

• Timely resolution of key channel partner issues

• Monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits

People Orientation

• Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer

• Mentoring and coaching mapped company SO's

• Evaluating SO performance and creating customised action plan for each SO

Internal Business Process

• Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization

• Based on market visit highlighting gaps in market and developing an action plan with SO.

• Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team

• Compiling market working reports from SOs and sharing with admin team

• Analyzing competitor report shared by SOs and preparing action plans to counter competition

• Communicating trade promotion schemes to SOs and Distributors

• Preparing MIS reports for target vs actual sales and other objectives

• Timely review of monthly/quarterly performance with RSMs, SOs and distributors

• Providing sales forecast support to RSM

• Focus on implementation of company’s strategic objectives for assigned sales area