Responsible for execution of sales plan in the assigned territory to meet the secondary sales target for all product categories
- Analyze the annual secondary sales target received from branch and plan its achievement by SKU & allocation among the WD / Routes, Team leaders & Sales executives by volume and by value.
- Monitor the Daily / weekly performance, route plans, stock levels of the sales executives through the MIS system reports
- Set and review the input and output metrics for the sales executives to ensure target delivery
- Plan improvisations in the beat plan based on reactive inputs from the market and ensure approval from ASM
- Ensure that the salesmen and the team leaders follow the stock carrying, availability and freshness norms.
- Ensure implementation and conduct On the job trainings besides classroom training of best practices to sales executives / team leaders as recommended by RSDM for better sales execution
- Gather Market Information & business Intelligence.
Promptly share it with the seniors and use the information appropriately for better business performance.
- Key Accounts / Dealer management
- Compliance to COTPA and management of regulatory environment in consultation with ASM and Sales Manager.
- Ensure that the targeted GMC & NMC numbers are met.
1. WD(Distributor) management
Manage WD & its infrastructure using WD performance mgt. system
- Monitor & control sales expenses and ensure they fall within the stipulated sales budget for the zone
- Monitor Stocks physically & ensure required DASH level across SKUs. Immediately escalate to ASMs in case of low inventory.
- Ensure timely communication to WDs regarding inputs including trade and consumer schemes.
- Ensure that the W/D is aware and following the norms as per the WD performance Management system.
1. Data Analysis & Reporting
Collate S & D data, analyse it for trends & issues and use it appropriately
- Ensure Desired Data Accuracy Levels, timely completion of surveys and smooth operation of SFA / ADES.
- Effectively use of SFA/ADES data to monitor and improve performance across SKUs.
- Provide feedback to ASMs/SMs to assist them in sales forecasting for the region
- Assess market brand AVF through reports received from sales executives
- All reports like the town reports to be sent to all concerned as per norms.
1. Visibility Management
Responsible for visibility management in the
AM territory
- Visibility Norms / inputs for Non permanent / unpaid visibility) merchandising
- Responsible for merchandising rental payments
- Selection and negotiation of visibility outlets.
1. New Product Launches
To ensure Recent Products/Categories get launched in AM territory smoothly
- Timely census, if required
- Planning and resource allocation for Launch
- Communication & training specific to Launch
- Quality execution of activities as planned .
- Timely reporting of progress and exceptional reporting
1. Supply Chain Management
Facilitate co-ordination between customers / WDs and dispatch offices for smooth transaction and engage with marketing team to
- Follows the prescribed despatch system & engage with
ASM to plan dispatches and forecast demands to ensure adequate stock cover across categories
- Analysis of data and co-ordinate with secondary sales