Description
The role incumbent is responsible to drive sales and distribution for the company products and manage his or her allocated territory and the customer through his/her sales team.
Eye for business expansion and develop the market to deliver to its fullest potential. Build a strong distribution network and manage its health effectively.
Responsibilities
Business Objectives:
- Responsible for achieving Primary and Secondary Sales targets for the assigned territory through effectively driving KPIs distribution visibility freshness and Instore execution in line with Sales Strategy and Policy.
- Effectively motivate and manage the teams driving productivity and ensure attrition within norms.
- Coach and develop his/her team to deliver on the business objectives.
- Optimal deployment of manpower and coaching and onboarding new joinees effectively
- Relationship management with his/her distributors and key customers.
- Market mapping territory planning and appointment of distributors as per business requirement.
- Ensuring distributor investment as per plan and managing the distributor s business health and hygiene as per company norms.
Role:
Sales Planning
- Defining the Monthly Quarterly and Annual Business Plan for the assigned area.
- Detailing the Annual Business Plan in terms of Volume Distribution New Initiatives Market Expansions and Distributor Investment at the route level.
- Converting the objectives/targets SOwise distributorwise DSMwise and beat wise in coordination with the SO team.
- Develop brand pack sales and distribution plan for existing and new products by analysing the sales data.
- Weak Area Market Development Plan.
- Develop plans for secondary schemes in line with market requirements.
- Forecasting and trend analysis.
Customer Management
- Outlet Growth Mapping of customers to deliver to potential Identify Evaluate prioritize opportunities and execute.
- Building close relationship with top first business & vintage customers
Distributor Management
- Plan and appoint right quality of distributors as per approved investment norms.
- Ensure selection and appointment of right quality of salesman at the distributor points.
- Ensure infrastructure and investment stock/credit/vehicle as per agreed norms.
- Coach and engage the distributor team to be closely aligned with the company objectives.
- Perform a distributor health check on a quarterly basis.
Territory Operations and Sales Management
- Review track and monitor sales performance across the territory.
- Conduct weekly review meetings with the team on the admin day.
- Plan and execute service levels through proper coverage and routebeat frequency as per the market needs.
- Ensure proper working capital management (Credit Management) for the distributor.
- Ensure BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing operations.
- Ensure 100% AOG adherence Botree Billing and SFA Usage.
- Ensure pricing as per company norms.
Business Analysis
- Review and analyse business performance of his/her territories
- Primary secondary volume and WOD report
- Onesheeter report range selling (brand & pack) channel contribution discount analysis unbilled retailers
- SFA Usage report
- Review and update retailer master database
Market Intelligence
- Report competition activities on a daily and weekly basis.
- Monitor pricing of competitor brands and create an effective selling story for the team.
Criteria
Experience: 3 to 5 years of experience with channel management expertise in a FMCG.
Educational
Qualification: Master of Business Administration (Full time)
Language: Local language Fluency in English
sales & distribution,fmcg,distributors,team management,tactical sales planning,territory management