Territory Sales Manager

3 days ago

Chhatarpur, Madhya Pradesh, India Priniti Foods Full time

Candidate must have done North Bihar and South Bihar area.

Purpose of the Role

The individual in the role is responsible for achieving sales targets for the assigned territory across the following:

1) Lead & manage ready stock units for retail & wholesale distribution across urban territories through appointed RDS.

2) Lead & manage super-stockiest, sub DB and Sales Team.

Key Responsibilities S&D Operations

Responsible for:
• - Achieving revenue targets for the territory
• - Ensuring periodic primary business from the channel partners -Ensuring timely offload of monthly targets, schemes, special agendas and incentives to the Sales Team.
• - Daily monitoring of sales and retail productivity and weekly sales review
• - Continuous on the job training of Sales Team.
• - Verifying the updating/ operation of Beats through Field Assist.
• - Daily market visits of at least one route per day.
• - Monitoring secondary sales and closing stock of all distributors to ensure secondary sales are in line with primary.
• -Rollout of sales automation process ensuring adherence to automation adoption
• - Driving leading indicators like productivity percentage, lines sold, throughput etc.
• - PJP (Permanent Journey Plan) Sales Team.
• - Channel wise business plan (split between retail, wholesale and rural)

Sales & Business
• '- Responsible for ensuring success of sales development

Development projects undertaken by the company- adding new units, new sub-stockiest, wholesalers
• - Increase distribution of all brands (Numeric Distribution- adding no. of new outlets or coverage & Weighted Distribution- share of a category in a particular market)
• - Execution of launch of new products
• - Ensure to increase lines sold, effective coverage, productivity, VPO (value per outlet)
• - Ensure to increase billing efficiency of distributors product- wise
• - Appointment of new / replacement distributor

In-Store Communication
• - Execution of marketing and promotional activities.
• - Track and monitor competitor's products & activities
• - Merchandising - ensure visibility of stock in stores
• - Market hygiene maintenance, including distributor hygiene
• - Plan and implement promotional schemes in coordination with Rds.

Distributor & Route
• '- Conduct routine visits to distributors

Management
• - Maintain & develop relationships with existing distributors
• -Supervise collection, pending payments & debtors status to ensure nil outstanding
• - Ensure active participation and involvement of the channel partners to push sales.
• - Develop and maintain efficient & optimum distribution network to ensure comprehensive availability of product and service across the territory.
• - Evaluate & monitor distributor performance at regular intervals to address performance gaps effectively.
• - Undertake stock management at the distributor level.
• - Super and sub stockiest appointments/shortlisting for market expansion.
• - Ensure timely claim submissions of the distributors.

People Management
• - Lead and manage sales team.
• - To ensure that Sales Team are achieving the targets and earning incentive through the distributors.
• - Maintain a database of prospective Sales Team to ensure talent pipeline for managing attrition by keeping vacant man days to minimum.

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