Job Details

Financial: 

• Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.
• Managing distributors to ensure primary the sales plan is achieved as per defined objectives.
• Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs.
• Ensure timely clearance of outstanding payments from distributors.

Customer Orientation:

• Capturing feedback of retailers on secondary scheme, NPD and distribution services.
• Resolving retailer complaints with company or distributor.
• Managing customer complaints including sales return In case of sales return.
• Discussing service feedback with respective distributors as obtained from outlets.
• Creating area coverage expansion plan based on market intelligence and inputs from SO. Implementing the coverage expansion in alignment with company objectives and RSM.
• Ensuring new distribuor on-boarding as per defined norms.
• Timely resolution of key channel partner issues.
• Monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits.

People Orientation:

• Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer.
• Mentoring and coaching mapped company SO's.
• Evaluating SO performance and creating customized action plan for each SO.

Internal Business Process:

• Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization.
• Based on market visit highlighting gaps in market and developing an action plan with SO.
• Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team.
• Compiling market working reports from SOs and sharing with admin team.
• Analyzing competitor report shared by SOs and preparing action plans to counter competition.
• Communicating trade promotion schemes to SOs and Distributors.
• Preparing MIS reports for target vs actual sales and other objectives.
• Timely review of monthly/quarterly performance with RSMs, SOs and distributors.
• Providing sales forecast support to RSM.
• Focus on implementation of companys strategic objectives for assigned sales area.

Financial: 

• Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.
• Managing distributors to ensure primary the sales plan is achieved as per defined objectives.
• Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs.
• Ensure timely clearance of outstanding payments from distributors.

Customer Orientation:

• Capturing feedback of retailers on secondary scheme, NPD and distribution services.
• Resolving retailer complaints with company or distributor.
• Managing customer complaints including sales return In case of sales return.
• Discussing service feedback with respective distributors as obtained from outlets.
• Creating area coverage expansion plan based on market intelligence and inputs from SO. Implementing the coverage expansion in alignment with company objectives and RSM.
• Ensuring new distribuor on-boarding as per defined norms.
• Timely resolution of key channel partner issues.
• Monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits.

People Orientation:

• Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer.
• Mentoring and coaching mapped company SO's.
• Evaluating SO performance and creating customized action plan for each SO.

Internal Business Process:

• Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization.
• Based on market visit highlighting gaps in market and developing an action plan with SO.
• Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team.
• Compiling market working reports from SOs and sharing with admin team.
• Analyzing competitor report shared by SOs and preparing action plans to counter competition.
• Communicating trade promotion schemes to SOs and Distributors.
• Preparing MIS reports for target vs actual sales and other objectives.
• Timely review of monthly/quarterly performance with RSMs, SOs and distributors.
• Providing sales forecast support to RSM.
• Focus on implementation of companys strategic objectives for assigned sales area.

Reference ID - GH/CRS/Area Sales Manager/ JC//09022018//73795