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Regional Manager
4 weeks ago
Job Description
JOB ROLE
Regional Manager - Sales
Development
JOB ID
JR2846
REPORTING TO
National Sales Development Manager.
TYPE OF
ROLE
People Management Role
LOCATION
Chennai
BU / DIVISION
Consumer Products- Trade
Sales
JOB PURPOSE
To lead & drive the following pivots in the Zone like- GTM and Distribution, R Rollout & Sustain RREP processes, Sales Capability, Sales IT.
KEY RESPONSIBILITIES
- Ensure about new distributor appointment as per plan.
- Ensure new dealer appointment as per plan.
- Focus on churn retailers/ zero billed retailers and get them into active retailer base.
- Beat planning of TSMs and ensure adherence.
- Beat planning of DSOs and ensure adherence of the same.
- Ensure right outlets are part of the beats.
- Focus on increasing distribution reach.
- Focus on driving share in weighted outlets.
- Look at different GTM models that will help optimize cost to serve and overall retailer satisfaction.
- Focus on weak geos/clusters and provide support to get them back on track.
- Ensure that same store growths are healthy.
- Ensure governance of principles laid down – system hygiene, quality of servicing, pricing hygiene, etc..).
- Sustenance of weak distributor. Devise performance improvement plan and implement.
- Sustenance of low performing DSOs, devise performance improvement plan and implement.
- Making the channel and the team aware of the BPR concept and execute the BPR norms.
- Focus on driving process efficiency indices – productivity %, range, new outlet expansion, etc.
- Implement the JBP – joint business planning process with the distributors.
- Responsible for the lifecycle of DSOs from hiring to induction to retention.
- Ensure that the sales call process focused on value-selling is followed diligently by all in the team.
- Lead and drive the OJT (On the Job Training) for the TSMs.
- Ensure all DSO vacancies are plugged within the TAT.
- Ensure all TSM vacancies are plugged within the TAT.
- Ensure weekly reviews of DSOs.
- Ensure monthly meets are taking place as per the cadence (ZH-RM review meet, RM-TSM review meet, TSM – DSO review meet).
- Ensure deployment of digital tools – DMS/SFA/Retailer App/ Power BI etc.
- Ensure adoption of all digital tools.
- Resolution of open issue regarding DMS/SFA with the concerned teams.
- Benchmark best-in-class practices in the sales IT domain and see how these can be incorporated here.
EDUCATIONAL QUALIFICATIONS
Graduation (any) or MBA/ PGDM (any)
WORK EXPERIENCE
10 -12 years of work experience in channel sales, sales development.
CERTIFICATIONS
NA
PREFERRED/ ADDITIONAL
REQUIREMENT
NA
REPORTEES
-
INTERNAL / EXTERNAL INTERFACE
NA
BEHAVIORAL COMPETENCIES
- Think Beyond
- Put Customers First
- Collaborate to Win
- Develop Talent
- Be the Best
- Be Agile
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