Territory Sales Manager

2 weeks ago

Mumbai, Maharashtra, India Astral Adhesives Full time

Role Purpose

  • Responsible for overall sales achievement & volumes for regular & volume building products in assigned territories
  • Key Account Management
  • Identifying & exploring potential market development opportunities in consultation of Field Marketing Team
  • People & Processes Management
  • Driving Business Initiatives in the assigned territories
  • Inventory Management

Sales Management

  • Achieving assigned sales objectives & targets in terms of;

  • Overall primary & secondary sales Value

  • Product & territory Wise Sales

  • New/Focused Products Sales

  • Devising and executing strategies (not restricted to schemes) to counter competition aggressively

  • Ensuring distributors management as per distributors management policy
  • Ensuring 100% schemes execution in consultation with reporting managers & sales operations Team

Key Account Management

  • Adopting potential key outlets as per laid down norms and assigned targets
  • Preparing & adhering self DRCP compliance of key outlets
  • Increasing the company's counter share of identified key outlets
  • Ensuring the visibility/availability of the companys brands/products on key outlets in consultation of marketing team

User Development

  • Working closely with field marketing team (BDM/ABDM) for achieving field marketing targets for users/influencers activation of key accounts
  • Building relationship and drive direct engagement with large contractors & architects

People & Process Management

  • Min. 03 days full day working per allocated sales officer from grooming and coaching the team perspective.
  • Ensuring resource gap filling through recommending the hiring of quality sales officers in the territory
  • Promoting the culture of performance, work compliance, cohesiveness and synergy within the team as to achieve the desired business objectives as a team
  • Ensuring proper & effective induction of new hires in the territory as per the laid down norms
  • Ensuring work & process compliance of team as per the laid down norms
  • Full ownership and championing of all systems, processes, policies and business ensuring adherence
  • Supervise and ensure training (product, systems and sales training) of sales officers
  • Monitoring the performance of sales officers and enabling them to achieve expected performance standards through timely performance feedback and counselling
  • Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers
  • Driving execution of regional business initiatives in the field
  • Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees

Inventory Management

  • Ensuring 100% inventory management & receivables management.
  • Responsible for process digitization i.e. DMS, Order management and Vishwas App for retailers.

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