Territory Sales Executive
4 weeks ago
**B PURPOSE**:
To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the interim sales rep (ISR) team to achieve desired sales objectives
**DIMENSIONS OF THIS ROLE**
- Geographical area: District within a State
- Sales turnover
- Manpower: Handling of Interim Sales Representative (ISR)
- Distribution: W/s, covering markets and servicing retail outlets
- External customers: Wholesaler, Retail outlets, ISR etc.
- Internal Customers: ASM, C&F, Branch Office Team
- ** KEY RESPONSIBILITIES**
**Sales Focus**
- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
- Sales target setting and monitoring for Distributors, ISR’s at a beat level
- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
- Sales projection for distribution business
**Area & Business Planning**
- Identify potential towns & appoint distributors in line with business strategy
- Plan & allocate ISR’s basis market potential
- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise
- Conduct JCM’s for all ISR’s every month and review area performance
**Distribution Management**
- Ensuring quality of market coverage through effective use of ISR and distribution network
- Develop and ensure implementation of Distribution plan across distributor territories
- Ensure category availability, visibility & freshness (Stock rotation)
- Ensure that the ISR’s are servicing the market for breakages & stock destruction
- Formulate and ensure implementation of trade & consumer promotion plans
- Support micro marketing/ customer activation initiatives planned for the area.
- Competition tracking & providing inputs to the ASM
**Distributor Management**
- Educate and train the distributors on ANI systems & processes
- Ensure optimal stocking levels and high billing efficiency for all distributors
- Ensure distributor compliance to agreed service levels & credit terms
- Review distributor financial health (pipeline and outstanding)
- Ensure that the claims of the distributor are settled by ANI within specified time limits
**People management and development**
- Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”
- Enhance ISR effectiveness through training & coaching
- Management of ISR working (PJP, Itinerary, expenses etc)
- Periodic review of ISR performance and feedback
- ISR retention through high engagement and motivation
**Reporting**
- Daily activity report
- JCM reports on area performance
- Retail Audit & Retail Universe update
- Expense Statements
- SDR / BIR
- Other relevant forms
**Code of conduct and compliance to stat / regulatory norms**
- Adherence to code of conduct
- Conformation to all financial and administration systems
- Compliance to statutory and regulatory norms
**Key Behavioral Competencies Required**:
- ** Influencing Skills**
- Ability to influence others and gain support from stakeholders within and outside ANI.
- Develop beneficial relationships to win support, gain co-operation or overcome objections in order to progress objectives.
- ** Developing People**
- Ability to effectively supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to develop their capabilities
- Fostering the development of others by providing a supportive environment for enhanced performance and professional growth
- ** Customer Focus**
- Identifying and responding to current and future customer needs
- Focusing the team / organization on adding value to customers and taking actions to build customer value
**Key Technical Competencies Required**:
- ** Business Planning and Development**
- Ability to plan for sales targets, sales projections and stock planning
- Ability to identify potential business partners, geographies, channels
- Understanding market place dynamics and pulse of trade and shoppers
- ** Distributor Management**
- Distributor financial management, commercial policy, investment and ROI
- Management of distributor resources i.e. selling infrastructure, warehousing, logistics and IT systems
- ** People management**
- Capability building through training and coaching, Hiring and induction of sales reps
- Monitoring and management of sales rep performance
- Engagement through market work, recognition and team work
- ** Sales Management**
- Planning for target achievement
- Management of coverage through effective route planning, visit frequency optimization and PJP control
- Management of distribution through wholesaler billing efficiency, must stock lists, market STR’s and stock rotation
- Visibility management
- Relationship management
- ** Experience & Knowledge Required**:
- ** Qualification & Experience**:
- Graduate in Arts / Science / Commerce from affiliated university / MBA
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