Position Title: Sales Professional / Sales Manager
Location: Ahmedabad
Position Summary
Objective Setting
- Set clear volume targets (by SKU) for each CE for the year
- Set clear volume targets (by SKU) for each CE for each month
- Set clear KPIs/ FMOs to be tracked at each CE level each month
Set D&A budgets for each CE and communicate the same for rollout
- Roll out incentive plans for the month (distributor level) to each CE
- Track and monitor progress Vs the above on a weekly basis
Driving Business Priorities
- Identify infrastructure gaps (if possible, Vs competition) and resource to fill the gap - vehicle, chilling, distributor, signage, D&A
- Use field data (from his market working) + AC N Data to identify brand/pack gaps in territory and partner with MDM to develop territory plans to drive shares
- Regularly read Gold Club data and follow up with Ces on improvement opportunities
- Final ratification of new distributor being appointed
- AOP signoff with all 50M+ distributors - includes session where resourcing etc are clearly discussed with the distributor and documented
- Align all distributors and CE s handling 5 lac+ towns for driving OB GTM priorities - provide necessary inputs and continuously review the same
- Provide weekly forecast of primary and secondary sales to UM who will follow up with PAC
Tracking Measure and Problem Solving
- Ensure that all Ces are maintaining systems at their locations ie TSB, EP, w*w - these are to be documented and filed with each TDM
- Conduct monthly OR for two days to track progress and give feedback (in classroom environment) - utilize the forum for group training sessions Coaching
- Conducts at least one W*W with each CE every month, records feedback and provides the same to each CE
- Provide O-O-O feedback to each CE and record the same. Use this session to provide feedback on identified DC gaps
- Explain the Business Development Model to CEs and follow up with them to ensure adherence at the time of resource allocation (chillers)
- On boarding of new hires
- Training of all Sales Trainees and following up/reviewing progress of each Sales Trainee every week
People Objectives
- Leverage R&R mechanisms to drive motivation (SPOT awards etc)
- Maintain rigour of PMP processes - PDR Objective Setting and MYRs)
- Provide DTW inputs on time by calculating the necessary details on his own (without involving the CE)
Problem Solving - Distributor & Market Related
- Does ROI analysis once every trimester based on base data submitted by CE and suggests remedial action where required
- Sets AR/LCR limits for every distributor each trimester based on the inputs submitted by the CE (when he submits the ROI calculator)
- Checks claims submitted by the CE and puts them up for clearance to the SAM/UM
- Partner with the finance team and ensures that quarterly reconciliation of customer accounts is done
- Evaluate & approve all DAFs/KAFs once the proposal has been sent in by the ADC
- Analyze the CSMM scores and implement action plans to improve the same through suggested interventions
Reviews and Reports
- Participate in UM OR and provide necessary inputs for growth
- Prepare AOP for territory
- Review & drive secondary sales for each CE by studying the 'town report' formats and ensuring that secondary sales is aligned to primary sales
Qualifications & Experience
- MBA / PGDBM in Business Management/ Marketing (2007-2008 batch passout only)
- FMCG background is mandatory
If you are interested to speak further on the role, please mail me with your updated CV at megha.puri@neweraindia.com
