Dabur India

HQ-Bhavnagar

Role - Territory Manager

Increasing sales distribution

- Identifies and appoints stockists in recent towns
- Sets targets to field force in terms of total outlets to be serviced through direct channels.
- Increases sales width (through specified targets and focus brands allocated to field force)
- Ensures that market presence is maintained through adequate merchandising

Stock management

- Constantly tracks pipelines and makes rectifications to maintain specified norms.
- Identifies breakages/ expiries/ damaged stocks and ensures that they are processed as per specified norms.

Stockist management

- Is responsible for receivables.
- Ensures through SI/RSP that their respective stockists are adequately servicing their markets.
- Ensures through SI/RSP that their respective stockists are investing in Dabur as per the desired norms / targets.
- Ensures that stockist claims are settled within the prescribed period as per the corporate norms and guidelines.
- Understand & Monitor stockiest ROI and highlight concerns to AH.

Deployment of resources

- Approve the MJP of SI/RSP & ISR.
- Ensures sales productivity of SI/RSP and ISR.
- Reorganizes sales beats to optimize sales efficiencies and sales targets.
- Ensures that trade promotions and market schemes are implemented as per the specified norms and guidelines.

Control of expenses





- Ensures that travel expenses of SI/RSPs and ISR are within their entitlements and as per company norms and guidelines.
- Ensures that trade distribution, promotions and other miscellaneous expenses are within the budgeted limits.

Performance management

- Evaluates SI/RSP performance.
- Ensures through SI that the performance of their respective RSP/ISR’s as per the specified targets.
- Provides adequate developmental inputs, feedback and counselling.

Training and Development

- Is responsible for providing OJT to SI/RSP’s as part of skills development.
- Coordinates with Training Manager for classroom training to respective SI/RSP and ISR.

Administration and Other developmental activities

- Prepares and dispatches MIS and other reports as per specified guidelines.
- Ensures that claims settlement procedures and reports are formulated as per prescribed norms and guidelines.
- Ensures that leaves, attendance and other claims of personnel reporting to them are processed as per the corporate guidelines by the relevant authorities.
- Handles grievances and other issues through conflict resolution and team building activities.
- Ensure Market Hygiene.

KPI’s

- Direct Towns Secondary Value
- Total Mandays for RSP across SI and SSM deployment in direct towns
- Increase in Avg. Brands Sold
- Secondary Sales Value
- Opportunity Brands / NPD

Skill Set

- Leadership
- Analytical Skills
- Planning
- Communication

Behavioural Attributes

- Interpersonal Skills
- Process Adherence

📌 Territory Manager (Gujarat)
🏢 Dabur
📍 Gujarat