Business Objectives
- Responsible for achieving revenue targets for the region-monthly/quarterly & yearly basis.
- Responsible for all brand strategies & market execution plans.
- Responsible for the appointment of sub DB's, super stockists, anchor distributors and their engagement to mitigate possible attrition.
- Responsible for all trade marketing schemes, loyalty programs in alignment with the National trade marketing manager & commercial head.
- Responsible for on-the-job Training & development of Sales officers. Area sales managers besides ISR's & PSR's to deliver the targeted productive calls & sales productivity numbers.
- responsible for tracking & monitoring competitive activities and taking appropriate action steps through the respective functional heads to counter them.
- Responsible & creation of annual business plan.
- Responsible for sales automation for the region.
- Ensure accurate SKU wise sales forecasting for the region based on sound analysis and support the supply chain team for correct planning.
Distribution Management
- Achieve numeric and weighted distribution objectives through stable trade channel partners.
- Review distributors ROI thereby ensuring healthy earnings and achievement of channel margin objectives.
- Ensure hygiene factors i.e., timely claim processing for the distributors/CFAs with the help of the Regional Sales team.
- Create urban and rural aggressive rural penetration/ coverage plan thereby achieving it through innovative distribution models.
- Effectively use merchandising tools in the market and attain desired visibility.
- Increase distribution of Rings, Curls, Fritts, Natkhat - ND, WD
Competitor Monitoring
- Continuously monitor competitor activities.
- Conduct competitor analysis
- Keep abreast of market trends.
Sales Development
- Monitor activities and sales promotions on a weekly / monthly basis to determine deviations from plans to take necessary corrective actions.
- Plan & execute various sales development activities required to meet the business objective- stockits, substockists, stabilization.
Reporting
- Report Accurate Timely Information as scheduled and in the defined regular format.
- Ensure day to day MIS to the company.
People Management
- Hire, train and appraise sales staff in line with the business deliverables.
- Engagement of all ASMs, Sales supervisors, ISRs, PSRs, Superstockists and distributors.
- Manage attrition of all sales resources in the region through implementation of effective engagement initiatives.
- Responsible & accountable for development of High potential employees in the region.
Experience and Education Required
- Graduation in any stream Full Time.
- MBA in Sales/Marketing (Full Time) from a reputed institute will be preferred.
- 10 to 15 years in FMCG/Food industry preferably 2-3 years of experience in similar role.
