Job Description
KEY RESULT AREAS
ACTIVITIES
MEASUREMENT CRITERIA
Sales Achievement
(30%)
- Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.
- Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.
- Primary and secondary value sales.
- Market share.
- Sales Growth.
- Target vs achievement.
Territory Business Planning
(20%)
- Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
- Plan & allocate ISRs basis market potential.
- Design and implement ISR PJP for best optimization of resources.
- Conduct JCM's for all ISRs and review area performance.
- Distributor / Super distributor appointment against plan.
- Sales per ISR.
Distribution Management
(20%)
- Ensuring quality of market coverage through effective use of ISRs.
- Develop and ensure implementation of Distribution plan across distributor / SD territories.
- Ensure category availability, visibility & freshness (Stock rotation)
- Formulate and ensure implementation of trade & consumer promotion plans.
- Support micro marketing/ customer activation initiatives planned for the area.
- Competition tracking & providing inputs to the ASM.
- Achievement of distribution targets for all brands.
- Implementation of visibility objectives.
- Implementation of customer marketing plans in territory.
Distributor / Super Distributor Management
(15%)
- Educate and train distributors on ANI systems & processes
- Ensure optimal stocking levels and high billing efficiency for all distributors.
- Review distributor financial health & take corrective actions.
- Billing efficiency.
- Sales phasing.
- Distributor cheque bouncing.
People Management and development
(5%)
- Facilitate hiring and induction of ISRs.
- ISR motivation and engagement.
- Act as coach and mentor to any new TSE recruit.
- Be the u201CTrain The Traineru201D for all development initiative in the branch.
- ISR retention.
- Feedback from new TSE recruits.
- Training evaluation.
Reporting / Administration
(5%)
- Generate and submit daily, weekly and monthly reports as per requirement.
- Ensure regular reporting on technology applications like Blaze etc.
- Timely submission of reports.
Code of conduct and compliance to stat / regulatory norms
(5%)
- Adherence to code of conduct.
- Conformation to all financial and administration systems.
- Compliance to statutory and regulatory norms.
- Regular monitoring of ASM on statutory and regulatory compliance.
