13 Oct
Kaleesuwari Refinery Private
Vellore
Description
The role incumbent is responsible to drive sales and distribution for the company products and manage his or her allocated territory and the customer through his/her sales team. Eye for business expansion and develop the market to deliver to its fullest potential. Build a strong distribution network and manage its health effectively.
Responsibilities
Business Objectives:
a. Responsible for achieving Primary and Secondary Sales targets for the assigned territory through effectively driving KPIs – distribution, visibility, freshness and In-store execution, in line with Sales Strategy and Policy.
b. Effectively motivate and manage the teams – driving productivity and ensure attrition within norms.
c.
Coach and develop his/her team to deliver on the business objectives.
d. Optimal deployment of manpower and coaching and onboarding new joinees effectively.
e. Relationship management with his/her distributors and key customers.
f. Market mapping, territory planning and appointment of distributors as per business requirement.
g. Ensuring distributor investment as per plan and managing the distributor’s business health and hygiene as per company norms.
Role:
Sales Planning
1. Defining the Monthly, Quarterly and Annual Business Plan for the assigned area.
2. Detailing the Annual Business Plan in terms of Volume, Distribution, New Initiatives, Market Expansions and Distributor Investment at the route level.
3. Converting the objectives/targets SO-wise, distributor-wise, DSM-wise and beat-wise in coordination with the SO team.
4. Develop brand pack, sales and distribution plan for existing and new products by analysing the sales data.
5. Weak Area Market Development Plan.
6.
Develop plans for secondary schemes in line with market requirements.
7. Forecasting and trend analysis.
Customer Management
8. Outlet Growth Mapping of customers to deliver to potential – Identify, Evaluate, prioritize opportunities and execute.
9. Building close relationship with top first business & vintage customers.
Distributor Management
10. Plan and appoint right quality of distributors as per approved investment norms.
11. Ensure selection and appointment of right quality of salesman at the distributor points.
12. Ensure infrastructure and investment – stock/credit/vehicle – as per agreed norms.
13. Coach and engage the distributor team to be closely aligned with the company objectives.
14.
Perform a distributor health check on a quarterly basis.
Territory Operations and Sales Management
15. Review, track and monitor sales performance across the territory.
16. Conduct weekly review meetings with the team on the admin day.
17. Plan and execute service levels through proper coverage and route-beat frequency as per the market needs.
18. Ensure proper working capital management (Credit Management) for the distributor.
19. Ensure BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing operations.
20. Ensure 100% AOG adherence, Botree Billing and SFA Usage.
21. Ensure pricing as per company norms.
Business Analysis
22. Review and analyse business performance of his/her territories
• Primary,
secondary volume and WOD report
• One-sheeter report – range selling (brand & pack), channel contribution, discount analysis, unbilled retailers
• SFA Usage report
• Review and update retailer master database
Market Intelligence
23. Report competition activities on a daily and weekly basis.
24. Monitor pricing of competitor brands and create an effective selling story for the team.
Criteria
Experience:
3 to 5 years of experience, with channel management expertise.
Educational Qualification:
Degree/Master of Business Administration - (Full time)
Language:
Local language, Fluency in English
▶️ Area Sales Manager
🖊️ Kaleesuwari Refinery Private
📍 Vellore