Area Sales Manager

4 weeks ago

Mangaluru, 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

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◦ Training module

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