To lead the sales team / large scale distributors in deploying company strategies and develop plans to address local business needs.
Train and motivate the team to achieve short term company objectives and long term organizational goals.
Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category
Implement & cascade action plan to territory team to execute counter strategies
Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables
Review progress as objectives at weekly meetings and take corrective action as appropriate
Ensure smooth flow of information to ASM / RSM to aid strategic decision making & ensure all financial & sales data is factually correct
Monitor & manage trade discounts with TS month on month
Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability
Implement quality & control measures at distributor outlets FIFO, stock numbers etc.
Responsible for depot sales tracking & to assist ASM / RSM in strategic planning against data gathered on a monthly basis
Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity
Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms
Analyze & propose promotions with positive financial impact through rationalization of brand plans
Market intelligence & competitor analysis Monitor competitor activity and identify response plan in liaison with ASM
Ensure smooth execution of all new product initiatives against regional business strategy
Ensure execution of all merchandizing, display & operational priorities across territories
Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders
Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs
Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking
Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills
Conduct field training to ensure market excellence in all areas.
KEY PERFORMANCE INDICATORS (KPIs)
Volume achievement vs. AOP.
In store business execution results
Key initiatives and there results
PDR results and ranking vs. peers
Flexibility and endurance in a challenging environment.
POSITION IN ORGANISATION
Supervisor : Area Sales Manager Peers : Direct Reports : TSOs / Territory Supervisors
All departments executives / managers.
Distributors, Customers, warehouse In charge, drivers, suppliers and order bookers
Qualifications / Requirements
Knowledge / Skill
Strong leadership skills, People Manager, Problem Solver
Preferably 1-2 years in similar capacity but fresh may also apply.
Written and verbal communication skills
Sense of urgency to get results
Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications.
Strong team player
Multi- tasking ability
Proficient in maintaining speed in work.
Analysis and control
Relocation Eligible : Eligible for Standard Relocation
Job Type : Regular