- Achievement of sales targets for the assigned territory by ensuring both - correct product mix and business partner selection

- Ensure higher frequency of primary and secondary sales orders throughout the month

- Focus on complete range selling and repeat orders from the retail partners

- Identify opportunities for enhancing the value market share for every product category within the business unit in the assigned territory

- Work closely with the business partners and their salesman and establish good working relationships in the market

- Ensure appointment of distributors, direct dealers and retailers in the assigned territory as per the business plan

- Constantly monitor the performance of the business partners identify the non-performers and take corrective actions

- Maintain positive relations with key retailers and visit them regularly

- Ensure new / focussed product launches are placed in every potential retail outlet

- Handhold new business partners and provide them with all the necessary support to sustain and deliver

- Catalyse the process of execution of partner sales orders and ensure timely processing of invoicing and product deliveries

- Lost customer analysis review channel attrition regularly and take corrective actions as and when required

- Ensure schemes are very well understood by the business partners and their salesman

- Ensure maximum partners show interest and qualify for the schemes and their productivity is enhanced during the scheme period
- ensure implementation of various BTL activities in the retail counters in close coordination with trade marketing - GSBs, in-shop branding,



display of dummy product, other POSM, etc.

- Highlight any POSM / marketing requirement to the reporting manager and trade marketing

- Keep a tap on the competitors activities and share a consolidated report on their launches, schemes, pricing, POSMs, etc at a regular frequency to the manager

- Ensure TPAs are oriented and inducted well into the system and are considered an extended part of the system

- Ensure LASMs understand the pricing & schemes well and they brief the retail partners and their salesman during their beats

- Ensure the ISPs are familiar with the USPs of the focussed/ new products and they demonstrate FAB well

- Constantly review the performance of the associates as per their productivity criteria, beat plans and take corrective action wherever required

- Identify the hi-pots amongst the team of associates and refer them to Manager / HR for higher responsibilities

- Monitor the training / job related skill requirements of the associates

- Maintain collection period as per the norms of the BU and organisation

- Ensure effective utilisation of various sales force automation apps

- Review the performance of the territory and develop a learning attitude to understand AOP, APO, BI and DFS for better business understanding

- Reduce the inventory beyond 90 days

- Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager

- Provide market information and feedback on competitor schemes / offerings to reporting manger.

- Provide daily/ monthly sales report to reporting manager

📌 Territory Manager (Guwahati)
🏢 USHA International
📍 Guwahati