Premium fans - Tertiary manager

ROLE DESCRIPTION
Job Title / Level / Band
Position Reports into
Product In-Charge

Why this Role exists; and how it contributes to the overall mission/objective of the organisation
Job purpose is to implement / deliver end-to-end management of Sales delivery in Product portfolio following
objectives :
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Lead entire Distribution expansion within the state to deliver business growth & profitability
Deliver sales strategies for achievement of the targets
End to end ownership of initiatives to drive counter share & Market Share of USHA products
Ensure strong distributor / dealer management with a view of enhanced market share of USHA products
Managing Efficiency of People
Support Team for improving performance and provide resources
END RESULTS
Sales Plan Achievement
MAJOR ACTIVITIES
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Operationally own the achievement / sales objectives of the respective
products & Categories
Complete ownership of delivery of secondary sales : in terms of targets,
revenues and margins in all the products that are being sold in the state
& drive sales teams’ productivity to achieve the assigned targets.
Conduct regular market visits to check route coverage, competitor
activity and continuously search for new opportunities in order to
increase sales in the state
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Co-ordinate with the local SCM / Logistics teams to ensure that adequate
inventory stock of product is maintained for the state in order to meet
the sales delivery schedules and provide the distributors with superior
levels of service and meet the needs of the customer
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Identify new account opportunities through screening and market
assessment, estimate volume and deliver the sales numbers through
existing / new distribution network.
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Complete ownership of delivery schemes from announcement to closure
for dealers in the State.
Develop and maintain an efficient distribution network to ensure the
comprehensive availability of company’s products and services across the
region to achieve or exceed the sales targets
Channel
Development
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Management / Expansion
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End-to-end ownership of dealer appointment process and take guidance
/ support from Regional Managers as and when required

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Implement incentive plan for dealers & retailers from time to time and
continuous engagement of retailers.
Ensure timely collections from the retailers / dealers / distributors and all
the reconciliations happen on an on-going basis without any fail.
Further work towards addressing the pain-points of channel partners and
provide timely resolution. In case of any bottlenecks, escalate the issues
involved to the Regional Managers if need be.
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Continuously monitor and push for enhanced counter share across
dealers in one’s territory.
Deliver optimum brand visibility and proper POS usage. Ensure
availability of POS material to the Distributors & Dealers
Ensure availability of stocks and right model mix of Usha products
followed by securing the right / enhanced display of stocks in the stores
/ retail / dealer touch-points.
Product Visibility
Market Share
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Drive implementation of different initiatives / activities that help in
enhancing the market share of USHA’s products in terms of sales
promotions, visibility campaigns, roadshows, etc.
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Provide feedback on the market and competitors to the regional
managers.
Competitor activity / Market
share
Review various initiatives launched by competitors and their impact on
the sales. Report such activities along with learnings and suggestions
for replicating best practices.
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Participate in trade shows and all others public relation events, as
required.
Provide leadership so that FLSPs are well motivated and engaged to stay
and contribute effectively to the organisation.
People Management
Review & Compliance
Ensure skill up-gradation of sales teams through exposure to various
training and learning initiatives
Timely review the sales productivity, delivery and team performance of
the FLSPs
Review distributor stocks, secondary sales, market share (dealer wise),
competitor activity and provide qualitative inputs to the Regional
managers