Senior Regional Manager / Regional Manager
Key Purpose of the Job (Position Summary)
The position is responsible for secondary sales of distribution products in the allocated distribution geographies. The position is also responsible, for ensuring delivery of products to distributors and sub dealers and providing service to them through DSE coaching. The role holder is required to appoint distributors as per the business development and sub dealers to ensure maximum coverage in the designated geography. The role holder also needs to implement BTL activities for increasing visibility and building perception of CEAT products.
KEY PERFORMANCE AREAS
Sales Volumes and Revenue achievement
New distributors and sub dealers added
Performance of distributors
Brand recall in territory
Timely Delivery of products
Customer Service feedback
KEY ACTIVITIES & RESPONSIBILITIES
Responsible for enhancing secondary sales of distribution products in the designated distribution geographies
Hiring and coaching DSEs
Establishing distribution process with distributors and sub dealers and ensure hygiene
Plan visits as per CEAT PJP norms for himself and DSEs as per beat classification and ensure adherence to the same
Implementation of distribution systems at distributors end and ensure regular usage
Responsible for making market or work related reports
Ensure regular relationship building with key distributors and sub distributors for the region.
Conduct weekly review with DSEs and update the reviews on DMS software
Conduct monthly planning and review exercises with the distributor and his sales force to maximize CEAT sales and coverage
Partner with distributors by resolving their problems / challenges with respect to sales & marketing of CEAT products.
Monitor distributor sales performance as per the defined journey plans and targets on a monthly basis
Ensure prompt supply on time to channel partners
Ensure prompt response to all customer related queries and mails
Responsible for appointment of distributors as per the business requirement
Support new distributors during their start-up period, including training, sales direction, and familiarization with CEAT processes and strategies.
Identification of vacant geographies / markets to ensure coverage through sub dealers
He has to ensure that distributors earn the desired ROI
Responsible for ensuring proper service delivery through quick redressal of claims
Conduct field inspections and CFA visits as part of the claim management process with adherence to companies policies and processes
Field visits to Distributors, sub dealers, mechanic shops, garages etc to understand product performance and customer issues
Support the RSM in resolving escalation from channel partners
Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions)
Monitor market conditions, product innovations, and competitors' products, prices, and sales and provide timely market intelligence reports
Understanding competition presence by meeting competitors channel partners
Prepare sales presentations / pitch to potential distributors on product offerings from CEAT
Brand Building Initiatives
Implement the BTL plan to increase visibility and to build perception of CEAT products
Responsible for merchandizing
Organize Distributor meets to communicate about the various product offerings from CEAT and gather feedback.
Keep abreast of all product and services provided by the company.
Keep abreast of new sales techniques and processes.
Education and Experience Required
Any Graduate / Any PG with relevant work experience
2-5 years , preferably FMCG/ Consumer durables industry
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