Heritage Foods - Manager - Sales

KEY RESULT AREAS :

Distributor management :

- Ensure Distributors get Maximum ROI as per the Industry standards.

Inventory Management :

- Distributor maintains 2 weeks inventory at all times apart from Market credit.

- FIFO and Expiry management.

- Make sure Distributors receive fresh stocks similarly Retailers also get the same fresh stocks.

- Monitor and follow First in First out stocks flow system to avoid expiry stocks.

- Claim process :- Claims to be submitted in the same or next month to avoid delay and ensure all the claims to be checked and provided the supporting documents for quick reimbursement

POSM Management: Track the POSM received and utilized in the market.

Competition Management :

- Monitor, analyze and report the Competitor Price, Promotions, new launches and Marketing activities to take the necessary steps to ensure the sales targets happen and report the same to RH Sales & Distribution Cat- 2&3(Milk Products).

- Execute, review and promote the sales of Cat 2&3 products by extending support through distribution network Expansion activity to the entire Sales team, with an objective to achieve the business targets.

- Develop market intelligence, competitor analysis report & market share report expansion of distribution network as per the target.

- Ensure to collect/recover the sales realization and our standings. Operate on cash & carry model

- To coordinate with respective RH & Distribution Managers and identify the Gap areas where there is zero or low presence of our Cat 2&3 Milk products.

- To conduct market surveys to understand the sales potential of areas and get competitor's details & market share and strategies adopted by them periodically.

- Prepare launch plans / GTM for new markets & gap areas of existing markets & successfully launch Heritage Milk Products in such assigned areas.

- Administration of CAT- 2&3 Sales Offices, by optimum utilization of resources, approved budgets and Cost Control in general and Sales & Distribution cost in particular.

- Critically examine the expenses made under each cost head and devise measures to reduce costs. Ensure the expenses under the approved budgets.

- Placement of Freezers in the market, review its productivity and conduct periodical assets audits to ascertain the assets.

- Effective control to minimize the leakages & damages and keep the same within the allocated budgets.

- Optimum utilization of manpower & ensure deployment as per the plan.

- Training / handholding / development of the team and review their skill and competency gap on a periodic basis and suggest appropriate training methods / modules for improving the employee's skills and competency.

- Organize customer contract programs and address complaints.