AREA SALES TARGET ACHIEVEMENT
KPI: Territory revenue target.
Target: Achieve 100% of the assigned area's monthly/quarterly sales revenue target.
Weight: 18% | Review Frequency: Monthly
DEALER/DISTRIBUTOR NETWORK MANAGEMENT
KPI: Active dealer performance.
Target: Ensure 90% or more of dealers/distributors in the assigned area are active and meeting their individual targets, every quarter.
Weight: 12% | Review Frequency: Quarterly
RECENT CUSTOMER/DEALER ACQUISITION
KPI: Current account addition.
Target: Add at least 3 current active dealers/customers in the assigned area during the year.
Weight: 10% | Review Frequency: Quarterly
CUSTOMER VISITS & RELATIONSHIP MANAGEMENT
KPI: Planned visit compliance.
Target: Complete 90% or more of the planned customer/dealer visits as per the monthly visit plan.
Weight: 10% | Review Frequency: Monthly
ORDER FULFILMENT SUPPORT
KPI: Order accuracy & timeliness.
Target: Ensure 95% or more of area orders are submitted accurately and in time for on-schedule dispatch, every month.
Weight: 10% | Review Frequency:
Monthly
RECEIVABLES & COLLECTIONS
KPI: Area DSO/overdue.
Target: Maintain overdue receivables in the assigned area below 5% of outstanding, every month.
Weight: 12% | Review Frequency: Monthly
MARKET INTELLIGENCE
KPI: Competitor & market reporting.
Target: Submit a monthly area market/competitor intelligence report to the Regional Business & Sales Manager, on time and complete.
Weight: 8% | Review Frequency: Monthly
CUSTOMER COMPLAINT RESOLUTION
KPI: Complaint TAT.
Target: Ensure 95% of customer complaints in the assigned area are resolved or escalated within 5 working days.
Weight: 10% | Review Frequency: Monthly
SALES REPORTING
KPI: Daily/weekly sales reporting.
Target: Submit accurate daily call reports and weekly sales trackers on time, with zero missed submissions.
Weight: 10% | Review Frequency: MonthlyRole & responsibilities