- Achieve sales volume and revenue targets as decided for the territory
- Execute trade schemes in line with allocated budget of A&D;
- Negotiating and closing monthly sales volume and schemes based on market trends, stock assessments, and historical data
Sales Planning & Inventory Management
- Implement accurate sales forecasting, and quota planning at a customer level basis RTM’
- Ensure optimal stock availability at mapped outlets and depots
Channel and Distributor Management
- Drive the distribution KPIs across the territory
- Responsible for performance of third party manpower
- Strengthen the relationship with channel partners (Retail and Wholesale)
- Timely processing of retail trade schemes. Responsible for KYC
- Ensuring timely delivery of orders placed to avoid stock-out situation for end consumer
- Conduct shop audits to assess stock movement, brand availability, and consumption patterns
Retail Engagement
- Ensure periodic coverage of all mapped outlets
- Responsible for PJP Planning and adherence for self and third party team4
- Implement CSM engagement activities
- Ensure optimal product placement and visibility of PRI portfolio (both organic and hired)
- Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis
Market Intelligence & Performance Monitoring
- Regularly conduct retail outlet audits to study market share movements and track market share
- Prepare and present weekly reports on sales performance, key issues, and consumer insights
- Use customer feedback and market data to re-strategize selling and promotional initiatives.
Regulatory & Compliance
- Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance in markets where we do not have a cluster head
- Support in brand registrations, excise liasioning in markets where we do not have a cluster head
Team Leadership
- Lead and motivate DSMs/SEs to build a high-performing sales team.
- Work closely with DSMs/ SEs to address performance gaps in underperforming districts/retailers
- Joint visit along with DSMs/ SEs to customers to ensure adequate support
INTERACTIONS
INTERNALLY:
- Cluster Head
- Commercial Finance
- Territory & NPD Activation Manager
- Region Head