Sales Officer

**Position Title**:Area Sales Manager**

**Department**:

- Sales**Work Location**:
**Grade**:

- M1/M2**Travel Required**:

- Yes**Reporting to**:
**Administrative**:

- Regional Manager (RM)**Reported by**:

- Sales Officer / Sales Representative (SO / SR)**Functional**:

- Regional Sales Manager (RSM)**Educational Qualification**:

- Graduate ( MBA Preferred)**Experience**:

- 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.**Any additional requirement**:
**Purpose of the Position (Job Summary)**
- To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth

**Key Roles and Responsibilities**

**Financial**
- **Sales planning**: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)
- **Distributor management**: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
- **Collections**: Ensure timely clearance of outstanding payments from distributors

**Customer Orientation**
- **Product launches**: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
- **Product feedback**: Collecting and synthesizing feedback on Relaxo’s product portfolio in the context of competitor products and providing appropriate recommendations
- **Secondary feedback**: Capturing feedback of retailers on secondary scheme, NPD and distribution
- **Distributor appointment**: Scouting and appointing new distributors as per defined norms
- **Distributor onboarding**:Ensuring distributor gets all relevant post appointment support
- **Distributor account management**: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
- **Complaints management**: Resolving complaints of channel partners inc. issues related to returns

**People Orientation**
- **Effective leadership**:Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
- **Mentorship and supervision**:Mentoring, coaching and supervising company SOs
- **Evaluation**:Evaluating SO performance and creating customised action plan for each SO

**Internal Business Process**
- **Outlet mapping**: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
- **Coverage improvement**: Based on market visits, highlighting gaps in market and developing an action plan with SO.
- **Retailer engagement**: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
- **Orders and credit management**: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
- **Journey plan**: Compiling market working reports from SOs and sharing then with the admin team
- **Competitive analysis**: Analyzing competitor initiatives and preparing action plans to counter competition
- **Competitor schemes**: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
- **Distributor exclusivity**: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
- **MIS reports**: Preparing MIS reports for target vs actual sales and other objectives
- **Reviews**: Timely review of monthly/quarterly performance with RSMs, SOs and distributors
- **Sales forecasting**: Providing sales forecast support to RSM
- **Other strategic interventions**: Focus on implementation of company’s strategic objectives for assigned sales area

**Competencies**

**Technical/Functional**

**Behavioral**
- Business Acumen
- Selling skills
- Market Knowledge
- Analytical skills
- Customer Focus
- Collaboration
- Adaptability
- Result Orientation
- Negotiation skills

**Key Result Areas**

**Quantitative**

**Qualitative**
- Sales Volume/Value Achievement
- % Revenue Contribution from NPDs
- Rs. Cr business from new Distr-Div. vs. target
- PJP adherence
- Average outstanding at end of each month as % of month's sales
- Improve Adherence to Key Sales Processes.
- Coaching and mentoring provided to SOs
- Competitor Analysis
- Customer Service improvement

**Key Stakeholder Management**

**Internal**

**External**
- RSM
- Marketing Team
- Corporate Communication & NPD Team
- Production Planning & Logistics Team
- Distribution and Sales Support Team
- Distributors
- Retailers