Area Sales Manager

1 month ago

india Cocoguru Coconut Industries Private Limited Full time

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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