Area Sales Manager
2 weeks ago
Sales Force
Recruitment
• Get candidates to apply by seeking referrals
• Conduct Interviews to thoroughly evaluate the candidates applying
• Select suitable candidate, set territory and compensation
Training
• Training on all aspects of his work
• Initial field visits with the candidates for on the job training
Deployment
• Develop Territory coverage plan
• Set Daily Journey Plan for the whole month
Motivation
• Set goals for each sales officer
• Set targets in numbers
• Track performance against target set
• Improves skills necessary for each sales man
• Improve productivity by optimising their coverage
• Solve problems faced by them in the market
Report and Feedback
• Track their attendance, sales performance, beat coverage
• Collect reports from them daily by calling them
• Give feedback for improvement
• Report the summary to management everyday
Appraisal
• Conduct annual appraisals of all salesmen,
• Set goals, measure performance, give feedback
Distributors and Super Stockists
Appointment
• Identity locations where distributors are required
• Search for distributors through references, retailers
• Evaluate them on coverage, investment, infrastructure and involvement
• Discuss the proposal thoroughly with them, set terms, territory
• Appointment them by collecting necessary data
Training
• Train the distributor team about company products, pricing, supply terms and order collection
• Go with them on all routes couple of times to connect distributor and products to retailers
Primary
• Define maximum stock level to be maintained by distributor
• Collect stock levels on a weekly basis from sales men/distributor
• Insist on salesmen to check physical stock and arrange it neatly
• Place primary order by co-ordinating with distributor, salesman and super stockist
• Define and execute regular supply schedule
• Check and approve for any credit notes, exchanges and returns
• Ask for payment when Super stockist is not able to get
Motivation
• Keep track of sales target, communicate with distributor for achieving it
• Keep in regular touch with distributor to understand his problems and provide solutions
• Meet him regularly to build relationship
• Motivate him to perform better by collecting orders himself, growing business
Key Outlets
• Keep in touch with phone and visits with key outlets and influence them to buy and promote our products
Documentation
• Develop Spreadsheet formats where required like
◦ PJP
◦ Target
◦ Allowances
◦ Distributor supply
◦ Salesman and Distributor performance measurement
◦ Scheme tracker
◦ Sales forecasting
• Prepare for Sales team meeting
◦ Prepare the data of last month
◦ Prepare presentation
◦ Chair the meeting
• Outlet Data on Sales Force Automation software
◦ Organise outlets into beats and distributors
◦ Fill missing information
◦ Prune outlet information to have only relevant
◦ Create/Delete users, distributors, beats, products, regions as required proactively
• Plans
◦ Sales growth
◦ Cost reduction
◦ New product development
◦ Branding building
◦ Process Improvement
◦ Team management
- ◦ Training module
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