Eastman Auto & Power - Secondary Sales Role

Description:

Key Responsibilities:

Secondary Sales Growth & Market Performance

- Achieve monthly & quarterly secondary sales targets for assigned territory.

- Expand product reach across retail outlets through aggressive channel conversion and market coverage.

- Track primary vs secondary sales performance and ensure optimum stock movement.

- Identify growth gaps, potential markets, and expansion opportunities.

Distributor & Channel Management

- Manage and onboard distributors, stockists, sub-stockists for secondary distribution.

- Monitor distributor ROI, working capital, inventory levels, and claim settlements.

- Conduct periodic stock audits, sales forecasting, and replenishment planning.

- Improve distributor productivity through training, sales planning, and manpower deployment.

Retail Network & Market Execution

- Ensure product placement, visibility, planogram adherence and merchandising at retail counters.

- Increase retail penetration through regular market visits & outlet mapping.

- Execute trade schemes, discounts, seasonal promotions, and incentive programs.

- Monitor competition pricing, new launches, visibility activities & market shifts.

Team Handling & Field Force Management

- Guide and motivate Sales Representatives / ISRs / SOs for secondary order generation.

- Conduct daily beat planning, route coverage, productivity analysis, and coaching.

- Review team performance, set targets, and drive field discipline & reporting.

- Support recruitment and training of front-line sales team.

Demand Planning & Reporting

- Analyse sales trends, outlet consumption, distributor stock, and market demand.

- Generate MIS reports, beat performance, coverage metrics, and sales dashboards.

- Coordinate with supply chain and primary sales team for smooth stock flow.

- Forecast SKU-wise requirements and maintain ideal stock norms across the channel.

Strong knowledge of market operations, retail trends, channel distribution structure.

Proficiency in route planning, beat execution, and trade channel management. Good communication, negotiation, analytical and people management skills