Territory Sales Manager

ROLE DESCRIPTION



Job Title / Level / Band

FRONTLINE SALES PERSON (FLSP)

Department / Location




Summarize as to why this Role exists & how it contributes to the overall objectives of the organization

1. Responsible for implementation of the sales strategies of the business line in the assigned territory
2. Achievement of the sales target for the territory through an effective secondary driven sales plan
3. Ownership of driving secondary sales in the market with the help of LASMs
4. Enhance market shares by enforcing the right product mix and business partners selection in the assigned territory – improving the numeric and weighted distribution

Team / Reporting Relationship :

The position reports into State Head of the product line


External

• Business Partners – dealers, distributors, retailers
  

Expectations from the Role / Job

END RESULTS
MAJOR ACTIVITIES

1. Sales Target (AOP) Achievement

• Achievement of sales targets for the assigned territory by ensuring both - correct product mix and business partner selection
• Ensure higher frequency of primary and secondary sales orders throughout the month
• Focus on complete range selling and repeat orders from the retail partners
• Identify opportunities for enhancing the value market share for every product category within the business unit in the assigned territory
• Work closely with the business partners and their salesman and establish good working relationships in the market

1. Distribution Network Management

• Ensure appointment of distributors, direct dealers and retailers in the assigned territory as per the business plan
• Constantly monitor the performance of the business partners – identify the non-performers and take corrective actions
• Maintain good relations with key retailers and visit them regularly
• Ensure new / focussed product launches are placed in every potential retail outlet
• Handhold new business partners and provide them with all the necessary support to sustain and deliver
• Catalyse the process of execution of partner sales orders and ensure timely processing of invoicing and product deliveries
• Lost customer analysis – review channel attrition regularly and take corrective actions as and when required

1. Schemes & Marketing Communications

• Ensure schemes are very well understood by the business partners and their salesman
• Ensure maximum partners show interest and qualify for the schemes and their productivity is enhanced during the scheme period
• ensure implementation of various BTL activities in the retail counters in close coordination with trade marketing - GSBs, in-shop branding, display of dummy product, other POSM, etc.
• Highlight any POSM / marketing requirement to the reporting manager and trade marketing
• Keep a tap on the competitors activities and share a consolidated report on their launches, schemes, pricing, POSMs, etc at a regular frequency to the manager

END RESULTS

MAJOR ACTIVITIES

1. People Management

• Ensure TPAs are oriented and inducted well into the system and are considered an extended part of the system
• Ensure LASMs understand the pricing & schemes well and they brief the retail partners and their salesman during their beats
• Ensure the ISPs are familiar with the USPs of the focussed/ new products and they demonstrate FAB well
• Constantly review the performance of the associates as per their productivity criteria, beat plans and take corrective action wherever required
• Identify the hi-pots amongst the team of associates and refer them to Manager / HR for higher responsibilities
• Monitor the training / job related skill requirements of the associates

1. Operational Efficiency Improvement

• Maintain collection period as per the norms of the BU and organisation
• Ensure effective utilisation of various sales force automation apps
• Review the performance of the territory and develop a learning attitude to understand AOP, APO, BI and DFS for better business understanding
• Reduce the inventory beyond 90 days
• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
• Provide market information and feedback on competitor schemes / offerings to reporting manger.
• Provide daily/ monthly sales report to reporting manager

Major Challenges

1. Lack of standardisation of pricing across the distribution channels of the organisation
2. Lack of long-term secondary schemes prevent engaging of retail partners and frequent billing pattern
3. Lack of regular and frequent billing during the month
4. Complete product related information being made available to the business partners during new launches – (Product catalogues, presentations, videos and tutorials)
5. Higher rate of attrition at the LASM level – fully trained resource exits, and the new incumbent takes time to settle down (cost of hiring and training is also involved)

Key Decisions this job will facilitate

1. Selection of the retailers to be aligned to a distributor
2. Product mix to be made available at a retail counter
3. Regular beats of the LASM
4. Town-wise sales and distribution plan in the territory
5. Instrumental in selecting LASMs and identification of top and non-performers

Skills & Knowledge

1. Educational Qualifications: Graduate or Post graduate in any stream
2. Relevant Experience: 2 to 5 years of relevant experience in Small Appliances / Electricals / Paint / other durables

c. Personal Characteristics & Behaviours:

• Strong business acumen
• Good communication and analytical skills
• Self-driven, result and achievement oriented
• Team player
• Street smart with a desire to travel – local and upcountry
• Ownership