Key Roles and Responsibilities
Financial
- Sharing the in-demand not-in-stock details with the ASM and assisting ASM in planning for primary based on demand capture of focus NPDs and focus articles
- Management and timely resolution of the claims received by the company from the trade partners
Customer Oriented
- Assisting distributor to liquidate stock of low demand articles/sizes and following up with distributor to ensure retailer demand fulfillment and helping distributor resolve outlet service gaps
- Sharing distributor's market service feedback with ASM
- Resolving retailer complaints by investigating problems, developing solutions, preparing reports and making recommendations to ASM.
People Oriented
- Seeking ASMs counsel for resolving retailer/distributor complaints
Internal Business Process
- Identifying existing outlets not serviced by distributors and capturing new outlets added. Ensuring distributor coverage at these outlets
- Sharing information with ASM on prospective distributors, competitor information like Trade promotions, NPDs, engagement programs and reporting of market working
- Checking product availability & range and ensuring product visibility & merchandising utilization at Retail outlets
- Ensuring demand creation through product sampling for NPDs / Focus Articles and sharing the demand information with distributors and ASMs
- Ensuring retailer awareness on company products and trade promotions through market visits, catalogues / leaflets etc.
- Driving distributor to purchase articles with market demand and enhancing range selling
Competencies
Technical/Functional
Behavioral
- Selling skills
- Analytical skills
- Customer Orientation
- Interpersonal skills
Key Responsibility Areas
Qualitative
- % Revenue Contribution from NPDs in defined sales area
- Increase in Range Billing in defined sales area
- Incremental retail coverage
- Increase in % Demand Fulfillment of NPD / Focus Articles
- PJP adherence
- Timely Submission of Market Working reports
- Adherence to Market Working Norms
- Market intelligence & Relationship building
