Sales Supervisor

Purpose of the Role

The individual in the role is responsible for achieving sales targets for the assigned territory across the following:

1) Lead & manage ready stock units for retail & wholesale distribution across urban territories through appointed RDS.

2) Lead & manage super-stockist, sub DB and ISR's in rural territories.

Key Responsibilities S&D Operations

Responsible for:
• - Achieving revenue targets for the territory
• - Ensuring periodic primary business from the channel partners -Ensuring timely offload of monthly targets, schemes, special agendas and incentives to the PSR's/ISR's/RDS.
• - Daily monitoring of sales and retail productivity and weekly sales review
• - Continuous on the job training of PSR's & ISR's.
• - Verifying the updating/ operation of Beats through Bizom.
• - Daily market visits of atleast one route per day.
• - Monitoring secondary sales and closing stock of all distributors to ensure secondary sales are in line with primary.
• -Rollout of sales automation process ensuring adherence to automation adoption
• - Driving leading indicators like productivity percentage, lines sold, throughput etc.
• - PJP (Permanent Journey Plan) ISR/PSR.
• - Channel wise business plan (split between retail, wholesale and rural)

Sales & Business
• '- Responsible for ensuring success of sales development

Development projects undertaken by the company- adding new units, new sub-stockists, wholesalers
• - Increase distribution of all brands (Numeric Distribution- adding no. of new outlets or coverage & Weighted Distribution- share of a category in a particular market)
• - Execution of launch of new products
• - Ensure to increase lines sold, effective coverage, productivity, VPO (value per outlet)
• - Ensure to increase billing efficiency of distributors product- wise
• - Appointment of new / replacement distributor

In-Store Communication
• - Execution of marketing and promotional activities.
• - Track and monitor competitor's products & activities
• - Merchandising - ensure visiblity of stock in stores
• - Market hygiene maintenance, including distributor hygiene
• - Plan and implement promotional schemes in coordination with RDs.

Distributor & Route
• '- Conduct routine visits to distributors

Management
• - Maintain & develop relationships with existing distributors
• -Supervise collection, pending payments & debtors status to ensure nil outstanding
• - Ensure active participation and involvement of the channel partners to push sales.
• - Develop and maintain efficient & optimum distribution network to ensure comprehensive availability of product and service across the territory.
• - Evaluate & monitor distributor performance at regular intervals to address performance gaps effectively.
• - Undertake stock management at the distributor level.
• - Super and sub stockiest appointments/shortlisting for market expansion. - Liaison with CFA to ensure adequate inventory stock of products for delivery to RDs.
• - Ensure timely claim submissions of the distributors

People Management
• - Lead and manage sales team consisting of PSRs,ISR's & distributor sales man.
• - To ensure that PSR/ISR are achieving the targets and earning incentive through the distributors.
• - Maintain a database of prospective PSR & ISR's to ensure talent pipeline for managing attrition by keeping vacant mandays to minimum.