Ceat - Territory Leader - Distribution

Salary Offered : 7-11 LPA

KEY ACTIVITIES & RESPONSIBILITIES

Sales Operations

- Responsible for enhancing secondary sales of distribution products in the designated distribution geographies

- Hiring and coaching DSEs

- Establishing distribution process with distributors and sub dealers and ensure hygiene

- Plan visits as per CEAT PJP norms for himself and DSEs as per beat classification and ensure adherence to the same

- Implementation of distribution systems at distributors- end and ensure regular usage

- Responsible for making market or work related reports

- Ensure regular relationship building with key distributors and sub distributors for the region.

- Conduct weekly review with DSEs and update the reviews on DMS software

- Conduct monthly planning and review exercises with the distributor and his sales force to maximize CEAT sales and coverage

- Partner with distributors by resolving their problems / challenges with respect to sales & marketing of CEAT products.

- Monitor distributor sales performance as per the defined journey plans and targets on a monthly basis

- Ensure prompt supply on time to channel partners

- Ensure prompt response to all customer related queries and mails

Channel Development

- Responsible for appointment of distributors as per the business requirement

- Support new distributors during their start-up period, including training, sales direction, and familiarization with CEAT processes and strategies.

- Identification of vacant geographies / markets to ensure coverage through sub dealers

- He has to ensure that distributors earn the desired ROI

Service

- Responsible for ensuring proper service delivery through quick redressal of claims

- Conduct field inspections and CFA visits as part of the claim management process with adherence to companies policies and processes

- Field visits to Distributors, sub dealers, mechanic shops, garages etc to understand product performance and customer issues

- Support the RSM in resolving escalation from channel partners

Collections

Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions)

Market Intelligence

- Monitor market conditions, product innovations, and competitors' products, prices, and sales and provide timely market intelligence reports

- Understanding competition presence by meeting competitors- channel partners

- Prepare sales presentations / pitch to potential distributors on product offerings from CEAT

Brand Building Initiatives

- Implement the BTL plan to increase visibility and to build perception of CEAT products

- Responsible for merchandising

- Organize Distributor meets to communicate about the various product offerings from CEAT and gather feedback.

- Developmental

- Keep abreast of all product and services provided by the company.

- Keep abreast of new sales techniques and processes.

Education and Experience Required

Education:

- Any Graduate / Any PG with relevant work experience

Experience:

- 2-5 years, preferably FMCG/ Consumer durables industry