Key Result Areas Supporting Actions Market Research
Stay up to date with market trends including customer preferences, competition activities , new product launch etc
Analyse and provide feedback on weak areas of BWC, competitor price information and promotional activities to the State Head
Media and Advertisement Execution
Oversee the implementation of marketing plan in the assigned area, in consultion with zonal branding executives.
Oversee timely and effective execution of VAP Media and Advertisement plans by the TSEs in their respective territories
Review the impact on promotional schemes on channel sales and share insights to the state head
Promptly hand over the certificates (viz. Stockists certificate, Applicator Certificates, etc), ID cards and Applicator booklets to identified channel partners and influencers in respective areas/territories
Channel Sale
Coordinate with CASC personnel for imparting training to retailers on new products & technical aspects of products.
Create awareness of BW products through various activities in the market through CASC support, such as painter meets and counter meets
Execute sales visits to key stockists/retailers allocated directly to the role incumbent. Provide periodic updates to State Head pertaining to sales activities
Manage Lead end to end and ensure conversion of critical leads. Explore opportunity areas for improvement of Sales of VAP. Explore unrepresented but high potential regions for Sales of VAP.
Customer Experience and Relationship Management
Track progress on client centricity initiatives identified for the allocated territories. Review the customer complaints and TSE's progress in addressing the same. Review reasons for requests for refund/replacement of damaged goods and provide insights to the State Head. Analyse common reasons for refund/replacement of goods and provide necessary inputs to the State Head on the same
Support TSE in timely resolution of compliants by seeking quick decisions or co-ordinating with other teams. Liaise with CASC team to address technical queries and glitches in product application
Coordinate the CASC team to ensure a thorough understanding of customer needs and planning regular follow-ups to ensure high levels of customer satisfaction
Co-ordinate with commercials team for timely disbursement of incentives as per dealer schemes
Commercial Management and Process Efficiency
Track progress on billing and collection activities and intervene where necessary
Verify transport subsidy requested by rural stockists as per eligibility (we can move this to commercial executive role too)
Ensure adherence to sales process & system requirements
People Development & Management
Provide functional expertise and mentoring to TSEs
Set performance expectations, review TSE performance and provide constructive feedback
Identify training needs for TSEs and ensure the execution of the required training programs in a timely manner
Enable implementation of new systems and IT projects, ensuring compliance with all relevant processes and standards in the assigned state
Differentiate performance and reward high performers, thereby building high performance work culture
Depot Operations Management (This will be temporarily managed by ASH till a separate position of Depot Operations Lead is created) Inventory Management
Maintain adequate inventory level at depot, considering the re-order level and safety level for each product and SKU
Ensure materials are stacked properly, as per the defined norms and under appropriate conditions and in orderly fashioned (batch segregation)
Ensure timely disposal of ageing stocks at depot in coordination with the Sales and Commercial team.
Strive for continuously minimising the duration/ageing of the inventory at factory.
Track the inventory ageing at Stockists, in co-ordination with Sales and Commercial team
Maintain godown as per ISO 9001 norms
Logistics & Distribution Management
Ensure collation of orders & feeding the same in e-commerce site on web .
Co- ordinate with Sales Ops team for status of products with ready date to plan dispatches
Plan the dispatch on daily basis as per dispatch schedule and further instruction or correspondence received from Zonal/Rural/VAP Sales team
Co- ordinate with Transporter as well as sales department for timely dispatches planned for the day. Make accurate entry of dispatch and take confirmation from stockist on reciept of required inventory
Check and update pending Dispatch schedules & Clearance statement on daily basis
Implement FIFO system for movement of inventory from Depot
