Overview

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.

Responsibilities

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/ZSM 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/ZSM 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.

Qualifications

• University Graduate (BA).

• Preferably 2-4 years in similar capacity.

• Strong leadership skills, People Manager and Problem Solver.

• Written and verbal communication skills.• Prioritization 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.