Territory Leader - Distribution | TP-733

Territory Leader - Distribution | TP-733

13 Nov
|
CEAT Ltd
|
Chennai district

13 Nov

CEAT Ltd

Chennai district

Job Description



Role



Reporting To:



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





Sales Operations



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



Channel Development



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





Service





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





Collections



Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions)





Market Intelligence



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.





Developmental



Keep abreast of all product and services provided by the company.

Keep abreast of new sales techniques and processes.





Education and Experience Required





Education:



Any Graduate / Any PG with relevant work experience



Experience:



2-5 years , preferably FMCG/ Consumer durables industry

The original job offer can be found in Kit Job:
https://www.kitjob.in/job/19936241/territory-leader-distribution-tp-733-chennai-district/?utm_source=html

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