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 valuable 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

· Productivity of assets – POST and
Eeden deployments

Deliver
sustainable distribution and POST expansion (measured as % invoiced every
month)



for the distributor territory

4. Business and process deliverables

Maintain day to day contact with the Distributor(s) in a professional
manner to deliver revenue, volume, mix and other Sales KPI’s for the
distributor territory within set policies to support the achievement of
company’s goals and objectives by adhering to defined meeting/review norms.

· Daily meeting and review of defined Dashboards
(updated every day – Mandatory; the Dashboards must be in the line of sight
of the Owner/Manager) – daily plan on SSOs covered, volume, revenue,
collections, focus products/activities as applicable

· Daily invoicing in DERP to reflect
actual business

· Weekly review of existing SSO
performance and new SSO appointments vs. plan to understand reasons for
growth or lack of growth - help DSR to understand reasons for non-performing
SSOs and develop plans/interventions to ensure growth

· Weekly review of assortment
performance for core segmented SSOs and POS SSOs

· Weekly review of POST expansion vs.
plan

· Monthly review of DSR’s beat and suggest
changes modification if any to improve effectiveness/efficiency

· Monthly review POST productivity vs.
plan – invoicing of base + colourants – incremental

· Monthly review of in-store offtake
drivers – Eeden and shop assistant programmes – improvement in
revenue/volume/mix of target SSOs

· Review with SSOs (monthly cyclical)
service levels, credit terms performance, accounts receivables performance,
financial hygiene – regularity and clarity of statement of accounts, credit
notes, debit notes and record feedback with Distributor/Distributor Manager
with a copy to RSM/ASM

· Ensure adherence to CRM usage by DSR,
monthly cyclical surveys on SSO inventory and SSO hygiene (photographs)

· Document all weekly and monthly
reviews with the Distributor,



Distributor Manager and RSM/ASM

Deliver,
revenue, volume and mix for the distributor territory as per plan and ensure
adherence to defined processes and tools

5. Market activities

· Address complaints and drive closure
(excluding POST equipment) – As required

· Competitor intelligence duly recorded
in CRM – Monthly

· Key Account relationship management
of Platinum, Gold, Silver and Dulux Point SSOs – Monthly

· DSR route planning – Quarterly

· Identify and help deploy
Differentiated Value Propositions from the available menu for the country for
core segmented channel – Annual plan and Quarterly review

· Review distributor service levels vs.
key competition and record improvement areas if any with Distributor and
RSM/ASM – Half yearly

· Drive mix and loyalty building rebates
and promotions with core segmented channel – Quarterly/Annual plan and review

Key account
management of core segmented channel and provide feedback to improve
effectiveness and efficiency of the distributor team

6. Painter programme

· Assist MDO and Painter Reps to
identify and register painters; conduct painter shop
meets/training/Best-By-Test meets

· Coordinate with MDO to ensure offtake
reflects into sell-out and hence sell-in

· Assist MDO and Painter Rep team with
pricing support from SSOs servicing Medium and Small projects

Ensure offtake
programmes for painters translate into sell-out and sell-in

Requirements

Skills and Knowledge

- University degree with 2-4 years of sales experience in a manufacturing company

- Prior sales experience
is mandatory and experience handling professional distributors in Appliances,
Lubricants, Construction industry or similar will be an advantage

- Should have the
ability to lead and train an indirect team of people

- A strong demonstration
of execution skills in previous roles will be an advantage

- Ability to use Microsoft
Office (Excel, PowerPoint and Word)

- Clear communication
skills (written and verbal communication skills) and good interpersonal and
influencing skills

- Willing to relocate
within the country will be an advantage

📌 Sales Officer (Gandhidham)
🏢 Important Group
📍 Gandhidham