Akshayakalpa - Territory Sales Manager (2-4 yrs)

About the job:

Note: Must have experience in FMCG and Dairy Field.

Responsibility:

- Responsible for Sales & Growth of the territory

- Responsible for Setting up Supply model to stores through distributor or direct from company

- Responsible for Planning & executing marketing programs to stores

- Responsible for Collecting payments from distributor Partners & Reconsile issues

- Responsible for Shelf share in the stores

- Responsible for P&L of the territory

- Responsible for conducting team meeting, understand the requirements and plan the action items

Roles :

Planning:

- Monthly & Weekly Planning of Sales & Marketing of his Territory

- Launch Plan non-listed SKUs/Product categories and New products

- Planning of Store coverage frequency & Distributor partner set-up

- Prepare & Maintain store level informations and plan the product placement and marketing Plan

- Plan the investment in stores like Chillers, Visibility Hiring, Farm Visit Program, Retailer engement incentive program

- Plan Distributor partner assesment & revisit expectation , Team Requirement needed to Achieve plan periodically

- Plan & Put in Place the retail engagement plan for team, self and put a communication structure to POCs and Higher Levels for strengthening

- Plan for retailer & Distributor farm visit

- Visit Stores and record informations periodically for Planning Sales Targets and Marketing Programs

- Discuss and Align the plan with Manager periodically

- Plan for Tech implementation for team & distributor

Managing Distributor Partner:

- Plan and Map the area for Coverage frequency, Distributor partner requirement such as Vehicle, Stock holding & Collection

- Align the distributor partners and set expectations

- Monitor the Supply and fulfilment with Distributor

- Responsible for collecting Payment from distributor as per agreed terms

- Monitor the distributor's ROI and make neccasary changes wherever required

Team Handling & Review

- Plan weekly and Monthly targets/tasks to SEs & SOs

- Work with the team and communicate the expectations in the Field along with incentive program

- Monitor and correctiveness action of SEs and SOs

- Review the team against target set and expectations & Give feedback on Improvement

- Work with the team members

- Plan & Conduct Training Programs periodically and Monitor the improvement

Coordination with Support Functions:

- Feedback to Stock projection team for better forecasting

- Work with Logistics team for improving supply quality and for any changes required in supply program

- Work with Trade Marketing team for Deployment & Maintanence of Chillers

- Share requirements in Tech team and Plan for Tech trainging to team

- Share the Requirement to MIS & Coordinate for periodical updation

- Share the Requirement to Commercial team for periodical updation

Feedback:

- Share qualitative and quantitative information of territory to Reporting Managers and Cross Functions

- Share the improvements/suggestions to support functions like Marketing/Logistics/Tech/MIS

- Share Product quality related information to Production team periodically

- Support in conducting Pilot from other departments

KPI:

- 100% fulfilment to the stores

- Increase of Store thruput (Organically & Inorganically)

- Chiller Deployment & Maintanence

- Deployment of GTM in terms of frequency on order booking/Supply to the stores

- Teams Performance and Hygene

- Distributor's ROI

- Commercial Hygene- Receivable and Payables

- P&L of the Territory

Retailer & Distributor Farm Visit

Key Requirements:

- Excellent computer proficiency (MS Office - Word, Excel, and Outlook).

- Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service.

- Ability to work independently and to carry out assignments to completion within parameters of instructions given prescribed routines, and standard accepted practices.

- Should willing to work anywhere in the Operational area