Role purpose :

- To drive sales and manage the distribution network through an extended team to meet revenue, volume, share and growth objectives.

Sales :

- Deliver volume & revenue sales target for all products by executing the distribution strategy at the channel-partner(RDS) level.

- Monitor quality of distribution through the RDS sales team

- Strengthen relationship with key retail customers

- Competition Tracking & reporting - schemes & programs

- Ensure availability of stock at RDS and Retail while adhering to the norms

- Execute promotional activities for channel partners to drive sales and build market credibility

Distribution expansion and extraction: Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

People :

- Partner team management

- Target Setting & monitoring performance of partner team

- Deployment of partner manpower, coverage plans

- Review meetings, skill development of team

- Key retail account management & distribution KPIs

- Manage In-store promoters

- Impart product knowledge to sellers

- Addressing issues and problem solving

RDS Management :

- RDS Infra / SE Availability monitoring

- Monitor Stock holding & Market credit

- Day to day Performance Review & discussion

- Account reconciliation and compliance to company policies.

- Templates and process implementation at partner level for tracking KPIs of revenue, volume & coverage

Critical Success Factors :

- Team management and skill development, learning mindset

- Building commitment of partners and retailers

- Key account management skill

- Agility in the market, analytical thinking & ownership

- Understanding of drivers of partner and retailer business - investments, ROI, cash flow, rotation, inventory etc.

Threshold Functional Competencies :

- Products Services & Technology Knowledge - Consumer

- Negotiation

- Working with Partners

- Communication skills

Differentiating Functional Competencies

- Analytical & problem solving skills

- Team management

- Sales & retail management including key account management.

- Sales Planning & Forecasting

Experience :

- 5 years of experience in sales management & retail marketing in consumer business

- Experience with distribution planning and channel implementation.

- Understanding of general retail management best practices and customer relationship management

Must have technical / professional qualifications:

- Essential : Graduation

- Desired : full - time post - graduation in business management/MBA from premier institutes

Financial :

- Accountability for revenue targets for distribution channel for all products.

Non - Financial :

- Monitoring of distributors- sales force and retailers

- Resolution of channel-specific issues within timelines.

Key performance indicators :

- Achievement of key targets in the distribution network (Sales, Revenue) in the territory.

- Achievement of retail outlet (MBO) expansion targets.

- Performance management of channel partners, sales force.

- Delivery of distribution metrics

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