Competencies

Overall Feedback

Responsibilities & Key Deliverables

Sales & Collection
• Set target for the dealer/retailer after taking into account capacity to sell as well as total sale last year
• Achieve month-on-month sales and collection plan
• Administer collection schemes/cash discounts to dealers/retailers to ensure that outstanding is recovered as per policy

Channel Mgmt
• Identify financially sound channel partners (A&B;) by observing the companies they are associated with, the current outstanding in the market, their debtor days, yearly turnover, their market feedback, credit or cash party, etc.
• Propose appointment of new channel partner to RM post satisfactory analysis
• Complete channel appointment by April end for Kharif season and October end for Rabi season
• Showcase the value in the product portfolio to new dealers/retailers by involving them in demonstrations/farmer meetings
• Explain, clarify and enforce business policy amongst all dealers/retailers so as to ensure alignment amongst all stakeholders




• Conduct dealer/retailer meeting at the beginning of the season to explain new products and their applications, recent collection schemes (if any), business policy and reward good performers of last season
• Monitor liquidation of products as against payment received from customers.
• Ensure that 70% of budgeted sales comes from super league dealers
• Motivate super-league dealers to increase sales by showcasing value in our product portfolio

Demand Generation
• Finalise the placement of FDOs at respective dealers/distributors as per the crop and gold category products planning. Ensure FDO productivity by tracking FDO performance (liquidation) on weekly basis.
• Ensure proper utilization of promotional budget through the right and judicious use of posters, banners, leaflet distribution at high impact/high visibility areas
• Prepare well thought out route map covering important villages and retail outlets for self and FDO as well.
• Conduct village

📌 Area Sales Manager (Khandwa)
🏢 Mahindra & Mahindra
📍 Khandwa