Area Sales Representative
Location
Bilaspur | India
Job description
AREA SALES REPRESENTATIVE
1. JOB PURPOSE:
- To achieve set sales targets for MS/HSD/ALPG assigned for the Retail outlets (ROs) /Lube Distributors Lube Carrying & Forwarding agents ( CFA) /Trans connect centres ( TCCs ) within his geographical area and thereby ensure attainment of overall topline of the company by ensuring quality service and timely delivery.
2. PRINCIPLE ACCOUNTABILITIES :
EXPECTED END RESULTS
MAJOR ACTIVITIES
- To achieve set targets for MS/HSD/ALPG/ Lubes/TCC
- Responsible for sales volume for all businesses (MS / HSD / ALPG / Lubricants / Mobile Dispensing Units MDU & Packed fuel container business PFC ) within his geographical area.
- Responsible for profitable operation of Plaza at company flag ship retail outlets (Truck Stops) through Minimum Franchisee Fee ( MFF ) model.
- CRM ( Customer relationship management ) and customer retention
- Responsible for established norms for customer service/ retention.
- Coordinate with Trans connect Agents (TCAs) Product Promoters for customer acquisition and activation / relationship management of Trans connect customers for fuel and nonfuel products in his sales area.
- RO Operations and marketing
- Responsible for collection remittance and reconciliation of cash collected at Company owned outlets by operators & Minimum franchisee fees paid by Plaza franchisee/s as per laid down commercial policies/ processes.
- Assist Retail outlet(RO) dealers in obtaining statutory licenses approvals etc.
- Responsible for company owned retail outlets (COCO) related MIS reports and closing all system generated exception reports at Retail outlets (ROs) as per guidelines issued from time to time.
- Responsible for obtaining competitor sales / other marketing intelligence data in pursuance of better business opportunities for ROs/TCCs/Lube distribution/MDU & PFC business in his sales area.
- Business development and Demand generation(DG) activities
- Conduct field visits and trading area surveys; identify potential sites for setting up new retail outlets ; conduct interviews and enrol dealers / operators / lube distributors / Lube CFA / Product promoters ( Lube & MDU/PFC business ) / TCA & Plaza franchisees.
- Responsible for marketing events and promotions as directed by State Head/state sales & operations manager /State Business Development manager.
- Conduct DG activities and ensure mechanic loyalty programme (MLP) implementation for Lubes in coordination with Lube Distributors/TCAs.
- Ensuring implementation of RBML fuel proposition to the customer primary focus on Quality and quantity
- In time communication of all SOPs and their updates to channel partners and RO staff.
- To coordinate between dealers and supply points for timely placement of indents and their execution so that there are no stock outs.
- Critical analysis of ROs showing excess product loss or gains.
- Ensuring all automation devices remain functional;
- Upkeep maintenance and health of back up devices like UPS batteries generator(DG) set etc. at Dealer ROs.
- Manpower deployment at ROs as per manning norms.
- All complaints especially related to Quality & Quantity ( Q&Q ) from customers to be promptly investigated.
- To ensure All ROs adhere to meet statutory norms on nozzle delivery density variations and retention samples of Tank Trucks ( TT).
- To draw random samples from ROs for quality / batch formation tests.
- Conducting regular audits of all ROs within his geographical area; follow up the audits with corrective action wherever required.
- To carry out all types of RO/Plaza audits as per the frequency notified in the guidelines
- To investigate any major irregularity and assist HO fuel services in fixing responsibility / ensuring resolution
- To act on Petroleum Network Operations Centre ( PNOC ) generated alerts/exceptions as per guidelines
- To close Key Management System (KMS) exceptions generated by PNOC and bridge the gaps in training of RO staff if any to prevent their recurrence.
- To expedite liquidation of audit points where action is required from channel partners/tracks/state office.
- Understanding dissemination and training of relevant RO staff on all fuel / non fuel SOPs related to ROs
- To clarify all doubts on SOPs and their updates from the Subject Matter Experts (SMEs) at Head office.
- To observe adherence of SOPs at ROs and discus deviations with channel partners & RO staff.
- To test RO staff on their knowledge on SOPs and cross check through automation reports / RO registers / PNOC reports.
- To train all staff and channel partners / key persons of dealers on SOPs using all available tools of training.
- To institute buddy system at all ROs for them to handhold new staff till he gets trained.
- To seek feedback about progress in learning of SOPs by new staff on telephone / personal visits regularly.
- To ensure that all SOPs in soft and hard copies and their updates are always available at all ROs for quick reference.
- To conduct OJT (On the Job Training) type training for RO staff on regular basis and to share best practices in the area.
- Imparting Training to DSRs Dealers Distributors on Product knowledge / competitor and own schemes.
- MAJOR CHALLENGES
- Achieve MS/HSD/Lubes/MDU & PFC sales targets in a highly competitive environment
- Keeping all Channel Partners motivated.
- Implementing Mechanic Loyalty Program ( MLP ) in the assigned sales area.
- Keeping Distributor/TCC Operations / Product promoters operations viable.
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5. KEY DECISIONS
- Provide Sales Plan for Placing of Indents of Lubricants Monthly dispatch plan for MS & HSD.
- Retail outlet Dealer appointments Operator appointments Managing of Product Promoter (Lubricant & MDU/PFC business) / Lube Distributor & CFA appointments in Sales areas.
- Recommendation of Trade Discount & additional schemes to Lube Distributors & CFAs .
- Decide on the inventory levels of lubes to be maintained at COCO/TCC to avoid stock outs and non moving SKUs.
- Proposing termination/replacement of non performing channel partners to state head.
- Recommend for price support for key customers to gain the volume along with ensuring profitability.
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6. DIMENSIONS
- Annual Sales Volume ( MS / HSD / ALPG ) : .... KL
- Total No. of Retail Outlets under the AM( Nos.) : COCO Nos CODO Nos DODO Nos.( Includes No.Under Constr. RO)
- Nos of Distributors handled : Nos.
- Nof of CFAs handled : Nos.
- No of Active Dealers Handled : ( Subject to ratification from Lube Team HO)
- No of Active Mechanics : ....
- No of Direct Customer handled: .....
- MFF model Plaza handled: ......
- Annual Lube sale Volume: ......
- Annual MDU / PFC sales Volumes :
- Annual Trans connect sales volumes:
- No of active transconnect customers : Nos.
- No. of product promoters ( MDU & PFC business ) handled : Nos.
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7. SKILLS AND KNOWLEDGE
PERSONAL CHARACTERISTICS & BEHAVIOURS - Excellent communication Objection Handling & Negotiation Multi Tasking Skills.
- Managerial organizing and coordinaton skill.
- Analytical thinking and problem solving ability.
- Selfmotivated and strong organizational skill.
- Strong interpersonal skill.
- Energy& passion to travel minimum 15 to 20 days in a month to increase the volume of sales of all products in the respective area.
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Interested can contactOR email resume to
Area Sales Representative,TSO,TSE,Territory Sales Executive,Territory Sales Officer,ASE,Area Sales Executive,ASR,B2C,LPG,Primary sales,general trade,retail sales,dealer,network expansion,Distributors
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