Location
Bijapur | India
Job description
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 In-store 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 SO-wise, distributor-wise, DSM-wise 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 route-beat 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
- One-sheeter 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
Skills: sales & distribution,fmcg,distributors,team management,tactical sales planning,territory management
Job tags
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