KEY RESPONSIBILITIES:
1. DELIVER TOPLINE SALES NUMBER FOR THE AREA/STATE
- To plan and achieve the sales targets.
- To plan and achieve the distribution targets
- Ensure control on Damage, Returns and Expiry in line with norms
AREA & BUSINESS PLANNING (IN LINE WITH S&D NORMS)
- Ensuring quality of market coverage through TSE and distribution network
- Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)
- Monitor implementation of Distribution plan across distributor territories
- Monitor brand availability, visibility & freshness (Stock rotation)
- Drive NPI in line with CM plan across TT, PT and SS network
- Ensure that the TSE are regularly working with the ISR & visiting PT distributors
- Formulate & execute the secondary sales plan – Area wise , TSE wise, Brand wise , SKU wise
- Conduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
- Work closely with the Ethical teams (RM & ABM in the area)
- Work atleast 2 days with the MT KDE every month
3. ENSURE FINANCIAL MANAGEMENT BY WAY OF:
- Implementing credit policy and credit controls
- Timely claims settlement
- Risk-free realization from the customer (distributor, institutions & cooperatives)
- Timely ROI calculation and communication for distributors
4. DISTRIBUTOR & INFRASTRUCTURE DEVELOPMENT AND MANAGEMENT
- Educate and train the TT and PT distributors on ANI systems & processes
- Ensure optimal stocking levels and high billing efficiency for all distributors
- Ensure distributor compliance to agreed service levels & credit terms
- Review distributor financial health (pipeline and outstanding)
- Ensure that the claims of the distributor are settled by ANI within specified time limits
5. CODE OF CONDUCT AND COMPLIANCE TO STAT / REGULATORY NORMS
- Adherence to code of conduct
- Adherence to SOP
- Conformation to all financial and administration systems
- To ensure that Trade Marketing activities are carried out as per norms laid down.
- Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
- Compliance to statutory and regulatory norms
- Handle Legal Issues, PFA issues, packaging defects etc
6. ADMINISTRATION RESPONSIBILITIES
- Provide administrative support to the Regional Sales Office through timely and accurate reporting
- Monitor competitor activity and ensure timely reporting of the same
- Ensure timely submission of claims for the area
PEOPLE MANAGEMENT
- To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
- Facilitate and support training for the field force. Active role in developing their Skills.
- To identify good talent and develop atleast 1 TSE for higher responsibility in the long.
- To identify talent in market (attract talent /prelim interviews for recruitment)
8. Localised Trade Marketing Initiatives
- To develop new business plan in order to increase volume/value sales.
- Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
- Implement regional plans developed by the Customer Marketing Team
- Support & Provide feedback on marketing plans for the area
KEY BEHAVIORAL COMPETENCIES REQUIRED :
- Leadership
- Interpersonal and team building skills
- Communication skills
- Analytical skills
- Negotiation skills and influencing ability
- High degree of initiative and enthusiasm
- Mobility, Adaptability
- Achievement orientation
- Planning and organizing ability
EXPERIENCE:
Graduate 6 – 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office
TECHNICAL KNOWLEDGE / SKILLS REQUIRED:
- Knowledge of Sales systems and processes
- Knowledge of market dynamics, demographics of the area
- Knowledge of various statistical techniques, operating packages
- Financial & Marketing management
- Logistics & supply chain management
- Understanding of basic science and product knowledge
- Networking and orientation towards customer (retailers/associations) management.
- People management
- Computer skills – MS Office
