Key Roles and ResponsibilitiesFinancial
- 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 Relaxos 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 companys strategic objectives for assigned sales area
CompetenciesTechnical/Functional
Behavioral
- Business Acumen
- Selling skills
- Market Knowledge
- Analytical skills
- Customer Focus
- Collaboration
- Adaptability
- Result Orientation
- Negotiation skills
Key Result AreasQuantitative
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
