Job Details

• Design & execute sales strategies defined for the sub-region
• Ensure month on month achievement of sales target (value and volume)
• Ensure revenue from sales of new products as per AOP target
• Drive incremental revenue from distribution expansion
• Ensure achievement of sales target in focus segments
• Conduct calls as per the agreed plan with each distributor. Review call cycle, reporting (weekly) on calls made and stock ordered for the team
• Build and maintain distributor relationships to grow regional sales
• Work closely with distributors to develop & execute annual plan for promotions and advertising campaigns
• Work with the marketing team to ensure that distributors are fully aware of and support planned promotions
• Ensure distributors have appropriate investments to cater to market needs (stock levels, credit, salesmen, etc.)
• Provide merchandising assistance (i.e., through point of sale material, brochures, etc.) and advice to distributors in order to maximise sales opportunities
• Resolve product issues (such as recurring faults) at distributor level, arranging credits, replacement stock as required and providing feedback to Brand Managers for recurring issues
• Ensure timely settlement of distributor issues like pending schemes/ discounts/ reversal of debit note, etc.
• Collect no pending issue letter from distributors on quarterly basis
• Provide support to develop products as per region's demands
• Authorise and allocate transit damage rebates and credits effectively and within Company guidelines in order to maintain a positive relationship with distributors and maximise profitability. Report any exceptions to the Regional Manager
• Track distributor order fulfilment of demand generated from Retailers by the field force
• Track market/ competitor intelligence through ASMs & derive actionable from the same
• Motivate & lead ASMs & SOs to establish coverage, distribution and display objectives to meet Sales targets
• Cascade targets for team & provide necessary support such as coaching, feedback, training & development to meet targets
• Provide inputs on training needs for the team to Regional Manager/ HR
• Recruit and develop team members. Support HR in creation of a talent pipeline to ensure business continuity in case of attrition
• Track & minimize average outstanding at end of each month as a % of month's sales
• Improve sales billing phasing to reduce month end skew
• Drive distributor/ retailer engagement and scale up efforts to increase number of participating distributors/ retailers
• Ensure adherence to market working plan for self & team. Report regularly to Regional Manager
• Review quality of distribution by tracking the range of articles billed out of the identified focus articles
• Review distributor effectiveness by tracking distributors meeting target turnover
• Ensure improvement in article wise stock availability
• Ensure adherence to key sales processes
• Prepare teriitory wise distributor to retailer mapping records
• Provide inputs to Regional Manager for accurate & timely sales forecasts
• Conduct timely reviews as per sales governance model

• Design & execute sales strategies defined for the sub-region
• Ensure month on month achievement of sales target (value and volume)
• Ensure revenue from sales of new products as per AOP target
• Drive incremental revenue from distribution expansion
• Ensure achievement of sales target in focus segments
• Conduct calls as per the agreed plan with each distributor. Review call cycle, reporting (weekly) on calls made and stock ordered for the team
• Build and maintain distributor relationships to grow regional sales
• Work closely with distributors to develop & execute annual plan for promotions and advertising campaigns
• Work with the marketing team to ensure that distributors are fully aware of and support planned promotions
• Ensure distributors have appropriate investments to cater to market needs (stock levels, credit, salesmen, etc.)
• Provide merchandising assistance (i.e., through point of sale material, brochures, etc.) and advice to distributors in order to maximise sales opportunities
• Resolve product issues (such as recurring faults) at distributor level, arranging credits, replacement stock as required and providing feedback to Brand Managers for recurring issues
• Ensure timely settlement of distributor issues like pending schemes/ discounts/ reversal of debit note, etc.
• Collect no pending issue letter from distributors on quarterly basis
• Provide support to develop products as per region's demands
• Authorise and allocate transit damage rebates and credits effectively and within Company guidelines in order to maintain a positive relationship with distributors and maximise profitability. Report any exceptions to the Regional Manager
• Track distributor order fulfilment of demand generated from Retailers by the field force
• Track market/ competitor intelligence through ASMs & derive actionable from the same
• Motivate & lead ASMs & SOs to establish coverage, distribution and display objectives to meet Sales targets
• Cascade targets for team & provide necessary support such as coaching, feedback, training & development to meet targets
• Provide inputs on training needs for the team to Regional Manager/ HR
• Recruit and develop team members. Support HR in creation of a talent pipeline to ensure business continuity in case of attrition
• Track & minimize average outstanding at end of each month as a % of month's sales
• Improve sales billing phasing to reduce month end skew
• Drive distributor/ retailer engagement and scale up efforts to increase number of participating distributors/ retailers
• Ensure adherence to market working plan for self & team. Report regularly to Regional Manager
• Review quality of distribution by tracking the range of articles billed out of the identified focus articles
• Review distributor effectiveness by tracking distributors meeting target turnover
• Ensure improvement in article wise stock availability
• Ensure adherence to key sales processes
• Prepare teriitory wise distributor to retailer mapping records
• Provide inputs to Regional Manager for accurate & timely sales forecasts
• Conduct timely reviews as per sales governance model

Reference ID - GH/CRS/Regional Sales Manager/JC//01112017//71795