ICA Pidilite - Category Manager

About the company

Company name - ICA Pidilite

Designation- Category Manager

Location- Mumbai

Website- https://www.icapidilite.com/

Key Responsibilities:

Volume Responsibility:

- To coordinate and achieve sales objectives for the assigned routes/ distributors areas by brand and pack on a daily basis for primary and secondary volume.

- To draw up the route plan of the Route Salesmen, gain concurrence for the assistant general manager and optimize coverage cost effectively.

- Effectively implement any sales, promotional, merchandising and advertising program as specified and assigned for the specified routes and distributor areas

- To execute plans for the horizontal and vertical expansion of their area.

Control and monitoring:

- To manage distributors to ensure no stock outs, TPM implementation and paid up stock norms are in place.

- To review regularly and monitor daily/ weekly and monthly activity reports and suggest appropriate improvements.

- To ensure that credit policies of the company are implemented and closely monitor the customer's outstanding accounts, if any, for both liquid and container outstanding.

- To be aware of and report on competitive activities trends and developments.

- Ensure merchandising standards in outlets, through continuous trade visits.

- To manage an allocated discount budget including continuous tracking and periodic reporting.

People Management:

- To provide leadership, motivation and control so that the route salesmen and the distributors work as a result oriented and well-motivated team.

- To evaluate the performance and professional skills of the route salesmen to recommend training, hiring and de-hiring needs.

- Responsible for new business development and performance of all the sales activities related to the products in assigned market.

- Establish plans and strategies to expand base in the sales area for attainment for the company sales goals and profitability.

- To achieve the pre set targets on top line and bottom line of the organization.

- Planning and implementing trade inputs as per the business requirements.

- Planning year long sales budget, which include resource planning, scheme and other inputs and other expense.

- To increase the productivity of every sales person in terms of calls average and sales productivity.

- Devising strategy to counter competition and get approval for operating in the trade.

- Conceptualizing and implementing strategies and plans for achievement of organizational targets and enhancing profitability of operations.

- Identifying and exploring new markets and tapping profitable business opportunities.

- Identifying the retail space in the market to promote the complete range of products.

- Enabling business growth by developing and managing a network of retailers/dealers/distributors/franchisee to enhance market penetration and business.

- Developing alternate channel of distribution to enhance the depth of distribution.

- Managing and mentoring sales teams to enable achievement of pre-set Targets.