Territory Sales Manager - Adhesives - Navi Mumbai

Role Purpose

• Responsible for overall sales achievement & volumes for regular & volume building products in assigned territories
• Key Account Management
• Identifying & exploring potential market development opportunities in consultation of Field Marketing Team
• People & Processes Management
• Driving Business Initiatives in the assigned territories
• Inventory Management

Sales Management

• Achieving assigned sales objectives & targets in terms of;

- Overall primary & secondary sales Value

- Product & territory Wise Sales

- New/Focused Products Sales

• Devising and executing strategies (not restricted to schemes) to counter competition aggressively
• Ensuring distributors management as per distributors management policy
• Ensuring 100% schemes execution in consultation with reporting managers & sales operations Team

Key Account Management

• Adopting potential key outlets as per laid down norms and assigned targets
• Preparing & adhering self DRCP compliance of key outlets
• Increasing the company's counter share of identified key outlets
• Ensuring the visibility/availability of the companys brands/products on key outlets in consultation of marketing team

User Development

• Working closely with field marketing team (BDM/ABDM) for achieving field marketing targets for users/influencers activation of key accounts
• Building relationship and drive direct engagement with large contractors & architects

People & Process Management

• Min. 03 days full day working per allocated sales officer from grooming and coaching the team perspective.
• Ensuring resource gap filling through recommending the hiring of quality sales officers in the territory
• Promoting the culture of performance, work compliance, cohesiveness and synergy within the team as to achieve the desired business objectives as a team
• Ensuring proper & effective induction of new hires in the territory as per the laid down norms
• Ensuring work & process compliance of team as per the laid down norms
• Full ownership and championing of all systems, processes, policies and business ensuring adherence
• Supervise and ensure training (product, systems and sales training) of sales officers
• Monitoring the performance of sales officers and enabling them to achieve expected performance standards through timely performance feedback and counselling
• Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers
• Driving execution of regional business initiatives in the field
• Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees

Inventory Management

• Ensuring 100% inventory management & receivables management.
• Responsible for process digitization i.e. DMS, Order management and Vishwas App for retailers.