Purpose of the Role The individual in the role is responsible for achieving sales targets for the assigned territory across the following:
- Lead & manage ready stock units for retail & wholesale distribution across urban territories through appointed RDS.
- Lead & manage super-stockiest, sub DB and Sales Team.
Key Responsibilities S&D; Operations
Responsible for
• - Achieving revenue targets for the territory • - Ensuring periodic primary business from the channel partners -Ensuring timely offload of monthly targets, schemes, special agendas and incentives to the Sales Team.
- - Daily monitoring of sales and retail productivity and weekly sales review • - Continuous on the job training of Sales Team.
- - Verifying the updating/ operation of Beats through Field Assist.
- - Daily market visits of at least one route per day.
- - Monitoring secondary sales and closing stock of all distributors to ensure secondary sales are in line with primary.
- -Rollout of sales automation process ensuring adherence to automation adoption • - Driving leading indicators like productivity percentage, lines sold, throughput etc.
- - PJP (Permanent Journey Plan) Sales Team.
- - Channel wise business plan (split between retail, wholesale and rural)
Sales & Business • '- Responsible for ensuring success of sales development
Development projects undertaken by the company- adding new units, recent sub-stockiest, wholesalers • - Increase distribution of all brands (Numeric Distribution- adding no. of new outlets or coverage & Weighted Distribution- share of a category in a particular market)
• - Execution of launch of new products • - Ensure to increase lines sold, effective coverage, productivity, VPO (value per outlet) • - Ensure to increase billing efficiency of distributors product- wise • - Appointment of new / replacement distributor
In-Store Communication • - Execution of marketing and promotional activities. • - Track and monitor competitor's products & activities • - Merchandising - ensure visibility of stock in stores • - Market hygiene maintenance, including distributor hygiene • - Plan and implement promotional schemes in coordination with Rds.
Distributor & Route • '- Conduct routine visits to distributors
Management • - Maintain & develop relationships with existing distributors • -Supervise collection, pending payments & debtors status to ensure nil outstanding • - Ensure active participation and involvement of the channel partners to push sales.
- - Develop and maintain efficient & optimum distribution network to ensure comprehensive availability of product and service across the territory.
- - Evaluate & monitor distributor performance at regular intervals to address performance gaps effectively.
- - Undertake stock management at the distributor level.
- - Super and sub stockiest appointments/shortlisting for market expansion.
- - Ensure timely claim submissions of the distributors.
People Management • - Lead and manage sales team. • - To ensure that Sales Team are achieving the targets and earning incentive through the distributors. • - Maintain a database of prospective Sales Team to ensure talent pipeline for managing attrition by keeping vacant man days to minimum.