Area Business Manager-MBR

Job Requirements

Job Details:

To drive regional sales as per targets of Titan by managing distributor and dealer network within the assigned geographical area together with delivering high quality service to customers.

Responsibilities:

Sales planning: Business plan formulation

• Provide inputs to consolidate the potential sales in the region and develop the annual business targets for the respective regions.
• Develop and approve the annual business targets of the distributors and dealers.
• Develop and seek approval on the manpower optimization strategies for the trade function.

Evaluation and control: Conducting business performance reviews

• Monitor the financial performance of distributors and dealers against targets periodically.
• Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

Network Expansion

• Ensure the expansion of stores across the identified region as per the targets by identifying & proposing new dealers for approval.

• Development of model stores and RSEBO:

• Identify the number of model store and RSEBO conversion annually.

• Convince identified dealers/ distributors to convert into a model store or RSEBO.

Trade marketing

• Create and seek approvals on marketing plans, BTL activities and budgets for regions/ stores/ dealers in coordination with SOs after analysing the markets & competition.
• Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc.
• Design & develop activity for the retail initiatives of model stores & RSEBO with expected ROI calculations.
• Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction & promotions etc.

Trade operations: Field sales operations management: Field operations and financial planning

• Develop and approve the monthly PJCP periodic journey coverage plan for all company and distributor's sales officers.

Trade operations: Scheme management

• Recommend on region specific schemes for potential seasonal improvement in sales.
• Recommend roll-out regional schemes during an active national scheme within the defined budgets after due approvals.

Trade operations: Incentive management

• Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff.

Trade operations: Training and development

• Ensure new product introduction training to relevant stakeholders in coordination with the HR team.

Trade operations: Recruitment & Selection

• Conduct interviews to support selection of company and distributor sales officer in the region with coordination from the HR teams.

Field sales operations management: Customer complaint resolution

• Manage the customer complaints and ensure quick resolution by engaging the relevant teams

People & Talent Management

• Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
• Mentor and develop staff using a supportive and collaborative approach.
• Ensure talent pipeline is created by succession planning for the critical positions in the region.
• Set Objectives for Reportees aligned to the organizational /functional.
• Liaise with HR on vacant positions.
• Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

Work Experience

Education: Graduate/Post- Graduate (MBA)

Relevant Experience: 5 – 6 years in FMCG Distribution, preferably in Fragrances/Beauty category.

Behavioral Skills:

• Customer Centricity
• Delivers Results
• Interpersonal Effectiveness
• Build Effective Teams
• Ambiguity tolerance
• Nurtures Relationships
• Influence for Impact

Knowledge:

• Sales/ retail experience
• Vendor management