To drive General Trade (GT) business across East India by achieving sales and distribution targets, expanding the distributor and retailer network, increasing secondary sales and market penetration, and building a high-performing sales team. The RSM will be responsible for the overall business growth, channel development, team productivity and market execution across the assigned East region.
A. Sales & Business Growth
- Achieve monthly, quarterly and annual GT sales targets for the region.
- Drive both primary and secondary sales .
- Develop territory-wise sales plans and ensure timely execution.
- Improve sales productivity, product mix and regional contribution.
- Identify new markets and business opportunities across East India.
B. Distributor & Super Stockist Management
- Appoint and develop distributors and super stockists in uncovered markets.
- Strengthen the existing distribution network and ensure healthy distributor ROI.
- Monitor distributor stock, billing, secondary movement and outstanding.
- Ensure adequate inventory and availability of key SKUs.
- Conduct regular distributor business reviews.
C. Retail Expansion & Market Penetration
- Increase numeric distribution and retail outlet coverage .
- Expand AGARO's presence in Tier 2, Tier 3 and emerging markets.
- Develop recent retail counters and productive outlets.
- Ensure availability of the complete product range at key outlets.
- Drive retailer engagement and relationship management.
D. Secondary Sales & Market Execution
- Closely monitor territory-wise and distributor-wise secondary sales.
- Ensure proper beat planning and productive market coverage.
- Track SKU-wise sales and identify gaps in market performance.
- Drive range selling, new product penetration and premium SKU sales.
- Ensure effective merchandising and product visibility at retail outlets.
E. Team Management
- Lead and manage the regional GT sales team, including ASM, Sales Officers and field sales personnel .
- Set territory-wise targets and KPIs.
- Conduct regular performance reviews and field visits.
- Coach and develop team members for higher productivity.
- Ensure adherence to beat plans, market coverage and reporting discipline.
F. Market Visits
- Spend significant time in the market with the sales team and channel partners.
- Conduct joint working with ASMs and Sales Officers.
- Regularly visit distributors, dealers and retailers.
- Identify market gaps and implement immediate corrective actions.
G. Competition & Market Intelligence
- Monitor competitor pricing, schemes, product launches and distribution.
- Track competitor activity at distributor and retail level.
- Provide actionable market intelligence to the management.
- Recommend appropriate counter-strategies for improving market share.
H. Commercial & Collection Management
- Monitor distributor outstanding and collection efficiency.
- Ensure adherence to company credit and commercial policies.
- Control trade schemes, discounts and promotional expenses.
- Maintain healthy distributor inventory and avoid excessive ageing.
- Ensure commercial discipline across the region.
I. MIS & Business Reviews
- Prepare daily/weekly/monthly sales reports.
- Track Target vs Achievement by territory, distributor and SKU.
- Review primary vs secondary sales.
- Analyse distribution, productivity and market coverage.
- Conduct monthly regional business reviews with the management.