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