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11/02 Kanchan Kumar
TA at Perfetti Van Melle

Views:4960 Applications:275 Rec. Actions:Recruiter Actions:244

Perfetti Van Melle India - Branch Sales Manager - East - IIM/FMS/XLRI/TISS/ISB/MDI (8-10 yrs)

Kolkata Job Code: 305141

Department : Sales

Location: Kolkata

Reports To : Branch Manager- East

Position Summary :

The position is accountable for :

- Devising, planning and driving sales targets for the assigned area/s through effective management, area planning, scheme implementation etc.

- Developing and recommending distribution enhancement strategies/plans

Key Responsibilities :

Sales Planning & Strategy :

- Recommend sales targets for the area/s alignment with branch sales plan.

- Provide inputs pertaining to sales performance, manpower distribution, market competition, sales projection etc.

- Create SKU, P1/P2/P3 wise plan

- Create a sales strategy for area/s for achievement of projected sales targets in discussion with the BM.

- Assist the BM in estimating manpower needs to drive the agreed sales targets and sales plan

- Ensure creation and management of area/s sales targets

Distribution Strategy :

- Create distribution network expansion plan for the area/s assigned within the Branch.

- Create distribution strategy for the area/s ( which towns should focus on P1,P2,P3 and how these will be managed for equal opportunity)

- Recommend trade scheme specifics for the branch

- Develop PJPs to cover the distribution network and ensure that the costs are optimized.

Distributor selection/management :

Distributor selection :

- Recommend a plan for distributor network expansion aligned to sales projections and distribution plan

- Screen and shortlist distributors using laid out assessment process.

- Participate in the final distributor selection process

Distributor service :

- Ensure that the distributors are serviced optimally by ensuring correct use of trade promotions, stock policies and adherence to accounting procedures

Distributor Management :

- Track distributor efficiencies for the assigned area/s and highlight cases where performance is a concern. Recommend suitable action.

- Track and address escalated distributor issues

- Actively participate in distributor meets

DSE Management :

- DSE Selection - Conduct the screening of DSEs.

- DSE Management - Review DSE performance data

Sales systems/processes :

- Drive systems and policies like DMR, Distribution control sheets, DSE reports, stock control reports etc

- Devise, implement and review the MIS Reporting.

- Ensure MIS reports are available as per defined schedule to track sales performance

- Track and review the MIS reporting for correctness, relevance and timeliness of the reports

Market Competition Analysis :

- Analyse data from ASMs and DSEs reports to understand and capture market dynamics that may impact sales plan and market strategy

- Regularly review market trends and competition to recommend necessary changes in the assigned region and its priorities to maintain alignment with the overall branch's strategy.

- Monitor and review the deployment and adherence to various branch level initiatives (GOTM, Technology implementation etc)- highlight bottlenecks and challenges to BM to be on track w.r.t the agreed agenda

Market promotions :

- Ensure that processes related to promotion disbursement are adhered through scheduled audits

Sales Promotions Tracking :

- Drive promotions at the assigned area/s. Ensure that all schemes are given an equal opportunity at the market

- Track and review the impact of schemes on sales and give suggestions for revisions/alterations

New Product Launches :

- Plan for and drive adherence to new product launches and other marketing initiatives for existing PVMI's product in alignment with the Marketing team's agenda for the assigned area

Budgeting :

- Recommend budgets for branch sales manpower, operation cost subsidies, schemes/promotions.

- Recommends DSE incentives

Functional Structuring :

- Recommend and implement branch sales role structures, in coordination with branch head, to achieve the right balance between resource utilization and service deliverables

Manpower Planning & management :

- Recommend manpower plans & budget for branch sales positions

- Coordinate with HR to man sales team for handling distribution and sales targets

- Recommend for final selection to the branch manager( for all sales positions) Engage in ASM retention and coaching

Appraisals :

- Participate in the appraisal process for all direct reports

- Provide inputs to the HRBP to moderate appraisal ratings across the branch positions

- Provide inputs for incentive payouts and increment proposal

Training & Development :

- Provide TNA inputs for identification of development areas for all positions

- Nominate branch sales members to training programs

Job Specifications:

- MBA from premier B- School (2006/2007/2008 batch)

- Team handling experience of atleast 2-3 years

- Experience of working in an FMCG for at least 3-4 years

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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