- Analyze the annual secondary sales target received from branch and plan its achievement by SKU & allocation among the WD / Routes, Team leaders &
- Sales executives by volume and by value.
- Monitor the Daily / weekly performance, route plans, stock levels of the sales executives through the MIS system reports
- Set and review the input and output metrics for the sales executives to ensure target delivery
- Ensure that the salesmen and the team leaders follow the stock carrying, availability and freshness norms.
- Plan improvisations in the beat plan based on reactive inputs from the market and ensure approval from ASM
- Conduct on the job trainings of best practices of sales executives / team leaders as recommended by RSDM for better sales execution
- Gather Market Information & business Intelligence. Promptly share it with the seniors and use the information appropriately for better business performance
- Compliance to COTPA and management of regulatory environment in consultation with ASM and Sales Manager
WD(Distributor) Management
- Monitor Stocks physically & ensure required DASH level across SKUs. Immediately escalate to ASMs in case of low inventory
- Ensure timely communication to WDs regarding inputs including trade and consumer schemes
- Monitor & control sales expenses and ensure they fall within the stipulated sales budget for the zone
- Ensure that the W/D is aware and following the norms as per the WD performance Management system
Data Analysis &
- Reporting
- Ensure Desired Data Accuracy Levels, timely completion of surveys and smooth operations of SFA / ADES
- Effectively use of SFA/ADES data to monitor and improve performance across SKUs
- Provide feedback to ASMs/SM’s to assist them in sales forecasting for the region
- Assess market brand AVF through reports received from sales executives
- All reports like the town reports to be sent to all concerned as per norms
Visibility Management
- Responsible for merchandising rental payments
- Selection and negotiation of visibility outlets
- Visibility Norms / inputs for Non permanent / unpaid visibility) merchandising
Recent Product Launches
- Planning and resource allocation for Launch
- Communication & training specific to Launch
- Quality execution of activities as planned
- Timely reporting of progress and exceptional reporting
- Timely census, if required
Supply Chain Management
- Follows the prescribed despatch system & engage with ASM to plan dispatches and forecast demands to ensure adequate stock cover across categories
- Analysis of data and co-ordinate with secondary sales team to accurately forecast the weekly demand
Recruitment, Training &
- Coaching of Sales Executives &
- Team Leaders
- Ensure timely recruitment of SE, Relievers &
- TL's to avoid respective man day losses
- Develop an encouraging and rewarding working environment to maintain high morale amongst the secondary sales team
- Provide on the job training and feedback to all Team leaders (at least once a month) &
- Sales executives (at least once a quarter) to develop their sales capabilities, with the focus on developing the weaker team members
- Help TLs and Sales executives in understanding & utilizing the KPI’s for Market Development
- Conduct Route Checks in the market as per norms with TL’s &
- Salesmen to understand and resolve market issues besides helping team members to improve Input &
- Output deliverables
Qualifications &
- Experiences:
- MBA in Marketing/Sales.
- 2- 5 Years of experience of Sales &
- Distribution Management, preferably in Tobacco/ FMCG industry