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