Critical Accountabilities

KEY RESULT AREAS (KRA)

MAJOR ACTIVITIES

OUTCOME

1. Assist in Appointing Distributor
Sales Reps (DSRs)

Short list
candidates by conducting a first round of interview to assess the
preparedness and fitness for the role. Create pipeline of such (keep the
attrition of people in mind)

· Focus on candidates with Paint or
similar industry background

· Understand
location constraints of the candidate

2. Training and capability of
Distributor’s team

Train DSRs
on the following:

· Briefing on Company profile

· All Products – USP of Company Products
and Competitors

· Discounts/Rebates/Promotions –
Understanding and how to articulate and demonstrate the financial benefits to
the Dealer

· POST policy – Benefits of a tinting
machine

· Terminologies – example: reach;
segmentation; assortments etc.

· Shadow market working with DSE

An aligned
and competent distributor team with a reasonably positive understanding of the
paint industry, defined market, competition, SSO requirements and Company objectives

Market
profile





· Brief on the SSO’s behavior, market
size and Company share of the market allotted

Appraise
Distributor owner and manager

· Company profile

· Key terms of contract and
implications

· Category of products

· Terms of trade

· SLA – Material delivery time

· Warehouse – Planogram/Stacking norms

· Key business indicators – Active/Monthly
Invoiced/POST/POST productivity/Assortments etc.

· Importance of off-take programmes
enabling sell-out

3. Distribution deliverables

· Assist DSR to appoint B1 and B2 – medium
and large SSOs (ABC classification to be used until segmentation based on
Retail Landscape is available)

· POST expansion and productivity in
the defined geography as planned in the Distributors P&L; sheet (5-year
rolling)

· Propose to RSM/ASM on quarterly and
annual tie-ups for Medium and Large SSOs to drive mix and loyalty

· Build and maintain relationship with core
segmented SSOs – Platinum/Gold/Silver/Dulux Point

📌 Senior Sales Officer (India)
🏢 Corporate Stalwarts
📍 India