Xolo - Head - Distribution

Key Result Areas:

- Creating a process for target setting from retailer level upwards (Retailer - Distributor - Territory - Branch - Business Unit)

- Create processes (infiltration control, tertiary scheme validations, agreement with retailers on exhibiting MOP) to ensure stable Market Operating Price (MOP) for Laval products

- Ensure implementation of distributor life cycle management and distributor blue print management across all regions

- Ensure data management for sales data, primary scheme data, tertiary scheme data and the KRAs of the sales team

- Conduct periodic audits (market audit, tertiary audit, distributor audit, mal-practices audit) to check compliance to sales processes

- Conduct regular surveys (ESAT, DSAT, REI, SSAT, 3P, Product Surveys, Brand Tracks, etc.) to check the quality of inputs that impact sales, and partner engagement and the brand

- Quality of target setting - Actual achievement Vs. Target, Feedback from stakeholders

- Stable MOP in the market - Actual achievement Vs. Target

- Percentage adherence to distributor blue-print

- Timeliness and effectiveness of action taken to control infiltration

- Timeliness and quality of surveys (ESAT, DSAT, REI, SSAT, 3P, Product Surveys, Brand Tracks, etc.)

- Timeliness and effectiveness of periodic audits and action taken

Desired Skills and Competencies

- People Management Skills ( field team and service partners)

- Ability to work as individual as well as Team

- Ability to work under pressure and stringent deadlines

- Good communication skills

- People: Manage his team, Sales Head, Distributors and escalations.

- Process: Build processes and systems and ensure automation

Candidates only from Tier - I institute with distribution knowledge should apply