Job Details

• Develop Annual / Quarterly / Monthly Growth Plan and Operational Plan for sales team
• Monthly Objective Setting
• Tracking and Review of Performance
• Support and Intervention to ensure smooth deliverables
• Align plans with NSM and ACD head
• Secondary Sales Value
• Primary Sales Value
• Annual KRA
• Ensure Team carries out annual Territory Mapping Exercise and determine Infra Adequacy
• Work with Capability Team to ensure team is trained on Adequacy measurement, on boarding and TTT.
• Ensure compliance of UDAAN, CRS, Financial compliance with Channel Partners
• No. of Channel Partners to Universe Listing
• No. of RSAs to current account listing
• % Sale on UDAAN Hub, CRS, RTGS, Cheque
• Ensure team Develops Joint Business Plan with Channel Partners
• Participate in JBP of Top 10 Channel Partners
• Ensure CP Engagement through regular reviews / joint learning meets
• Tracking and Feedback on servicing adequacy and performance versus plans
• CP Performance on Adequacy Index
• CP Performance against sales objectives
• Offer PTR in market as approved by business head and ensure commercial discipline
• Ensure Sales Team Maintains account history and responsibility matrix for Key Accounts
• Ensure Creating of an Annual Business plan with Key customers. Review and track performance
• Identify growth opportunities within accounts and execute engagement activities
• Relationship Building
• Carry out the process of Customer Wiring personally for the Top 20 accounts
• Account Sales Performance
• Ensure ECOs of brands, width and depth relevant to each sub channel
• Ensure best in class execution of consumer promotions, customer engagement activities
• Ensure best in class new product launches
• New Launch Sales
• Swing in Sales from Consumer / Trade Activations
• No. Of consumer connects through activations

• Achieve Monthly Sales revenue for HORECA nationally
• Set up go to market for HORECA segment
• Decide pricing strategy and ensure market competitiveness
• Give inputs for new product development
• Ensure WOW adherence of Channel Partner Management
• Ensure width and depth of distribution as per pre defined objectives
• Business Development through team Management, New Account Activation, New Product Launch and ensure to tap regional or seasonal opportunities
• Ensure Customer Management through TOTs signing, adherence and wiring
• Drive brand objectives at account / sub channel / channel level
• Execute new products GTM’s as per plan
• Responsible for execution of Customer & Consumer Promotion /Engagement Activities
• Work in a matrix structure and align ACD head on quarterly and monthly HORECA plans
• Liaison with Regional and National Commercial, Planning and HR support functions to ensure functional hygiene for team
• Recruit, Train and Develop team of BDO and PSMs

Reference ID - GH/CRS/JC//28122018//80696/Area Sales Manager - Dairy