ICA Pidilite - Regional Sales Manager

Regional Sales Manager- ICA Pidilite

JOB DESCRIPTION (Describe key result areas / main job functions):

Sales Objectives:

- Ensure achievement of sales objective (volume/value, product, territory wise, new/focus product) with customer centric approach

- Identify the expanding markets & plan for effective coverage by ensuring distributor involvement.

- Continuously identify gaps in distributor, TSI, etc. and remedy the situation without allowing it to damage the business.

Distributor Management:

- Actively participate in selection and appointment of the distributor as per the policy

- Monitor distributor in Watch and Gap religiously and ensure that actions are taken at this stage itself to avoid a distributor from getting discontinued

- Ensure distributor discontinuation happens as per the discontinuation and FFS module within the stipulated time frame

- Ensure that distributor service to market with respect to order delivery to dealers on time, passing CN/schemes to dealers on time as per standards laid down by the division

- Implementation of training programs for channel partners as per plan.

Distributor Working Capital Management:

- Ensure healthy and viable investment of the distributor in PIL business by keeping a check on

- Inventories at distributor point within norm

- Accounts receivable and accounts payable

- Ensure overdues (if any), due to payment failures of both continued and discontinued distributor are cleared on time

Distributor Compliance to Commercial Policies:

- Ensure distributor payment to PIL without any defaults

- Ensure compliance on all commercial policies of the distributor viz. Security deposit maintenance, PDC and security cheque maintenance, receivables, credit limit compliance

- Ensure that the distributor submits the no claim confirmation and balance confirmation as per the stipulated time frame

- Submission of undertaking as per stock loss policy

- Ensure that all the distributor claims are settled on time"

Dealer Management:

1. Monitors and tracks performance of, Dealer sales with the help of DARPAN ensuring:

a. Dealer secondary is synced regularly with Darpan and BTM is done via DARPAN by the distributor

b. All dealer schemes to be settled via DARPAN data , Manager to ensure all data is timely synced so that there is no delay in reporting to HO

2. Ensuring ATR achievement of all ATR dealers:

a. Ensuring all the club level dealers retain/upgrade their club

b. Identification of One Pidilite dealer and enrolling them in our dealer programs

Inventory Management:

1. Responsible for selling of the undesirable inventory within the stipulated timelines under various categories such as:

a) Urgent sell

b) Must sell

c) Partially damaged stock

d) Stocks under discontinuation"

Insighting:

- Visit the market to interact with end users, contractors, dealers and distributor

- Collect, capture and convey feedback to HO on all aspects of the business (including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, BTL activities etc.) across channel, users, influencers, field employees

- Feedback on various policies and processes

Market Development:

1. Ensure monthly tracking of spends vs. budget with an executive summary on insights & feedback:

- Execution of cluster BTL objectives with the help of RTM

- Implementation of various Trade Relationship modules (DRM/CRM)

- Implementation of various field marketing modules using ICC platform through BM/ASM

- Implementation of new product launch modules, focus products, young products with RTM

- Feedback about the BTL initiatives for the cluster with the HO

- Drive retail visibility in their respective region

Competition Fighting:

- Keep a track of competition activities in the cluster, capture and share the same with NSM

- Feedback on competition fighting strategy using market insights about the competition brand

- Implementation of identified initiatives for competition fighting using ICC platform

Team Management:

1. Ensure no SO/ASM/BM/BDE/BDM gaps. If any, to be filled in within stipulated time with help of HR

2. Training and induction of the team as per the laid down modules

3. Ensure technical capability/skill building of employees in the team.

4. Review the team attrition and exit analysis and plan corrective action for ensuring zero attrition

5. Monitor the achievement against budget for the team incentive purposes

Governance:

1. Ensure business reviews are conducted in the Branch

2. Monthly report to be submitted to NSM with a cc to the Marketing Head, RSM and CEO"

Sales Operations:

1. Ownership in executing the sales operations parameters via:

a. Darpan

b. Workozy

c. Scorecard