The purpose of this position is to drive sales in the specific sub-region to meet AOP targets by implementing trade promotions, ensuring stock availability, distributor expansion, etc.
Key Roles and Responsibilities
Financial
- Sales strategy: Design & execute sales strategies defined for each sub-category and state to ensure month-on-month achievement of sales target (value and volume). The RSM is responsible for overall sales in his assigned territory.
- Current product launches: Ensure revenue from sales of new products as per AOP target
- Distributor expansion: Drive incremental revenue from distribution expansion
Customer Orientation
- Distributor calls: Conduct calls as per the agreed plan with each distributor. Review call cycle, reporting (weekly) on calls made and stock ordered for the team
- Distributor management: Build and maintain distributor relationships to grow regional sales
- Marketing: Work closely with distributors to develop & execute annual plan for promotions, advertising campaigns and retailer meets; Coordinate with the Marketing team to ensure that distributors are fully aware of and support planned promotions
- Merchandising: Provide merchandising assistance (i.e., through point of sale material, brochures, etc.) and advice to distributors in order to maximise sales
- Distributor investments: Ensure distributors have appropriate investments to cater to market needs (stock levels, credit, salesmen, etc.)
- Complaints management: Resolve product issues (such as recurring faults) at distributor level, arranging credits, replacement stock as required and providing feedback to Brand Managers for recurring issues; Ensure timely settlement of distributor issues like pending schemes/ di