1. The context
The Fast Moving Consumer Durables function deals with the distribution of following segments and products :
o Water Purification Personal Purifier, Tap Purifier, Cartridges
o Daily Cleaning Easy Mop, Softener, Cleaning chemicals
o Solar lighting Solar lights and lamps
The PDW function deals with Franchise Management and the distribution of packaged drinking water including direct operations of PDW.
2. Job purpose
In-Charges and franchisee and distribution teams.
3. Job responsibilities
o To activate new corporate / institutions for sales.
o To identify and develop new business through networking and courtesy and follow-up calls
o Cold-calling in order to create interest in products and services and generate new business leads and arrange meetings
o Extensive travel to meet with existing and potential clients, attend industry events, join trade shows, engage in speaking activities and supervise sales teams in other locations.
o Identifying opportunities for further sales and new areas for development through detailed research of the market
o Monitor, analyse, and evaluate trade market trends and best practices, consumer behaviour and competitor activity to identify market opportunities
o Leverage existing dealer management systems to drive the modern trade business
o Ensure listing of all SKUs in desired assortments
o Preparing and delivering customer presentations and demonstrations of the software, articulately and confidently
o To be the one point contact to manage the Franchise Health, safeguard the brand image and ensure business continuity in the specified geography
o To increase royalty revenue from franchisee business of PDW
o To monitoring the franchisee performance by setting up and implementing processes and systems
o To ensure required quality audits of the franchisees by the EFL Water Lab Team
o To ensure royalty collection
o To plan and ensure setting up of distribution network for FMCD products and PDW
o To appoint distributors and dealers in the assigned territory
o To achieve sales objectives for area by brand and pack on a daily basis through required coordination with other departments ensuring optimum cost RTM
o To assign and achieve sales, distribution and visibility targets so as to seek maximum market potential
o To ensure health of the distribution network and business continuity at all times.
o To manage key relationships with Distributors, Channels and Key Accounts.
o Plan and execute in-market product demonstration campaigns and cost effective direct to consumers delivery initiatives to increase share
o Effectively implement any sales, promotional, merchandising and advertising programmes as specified and assigned for the area
o To review regularly and monitor daily / weekly and monthly activity reports and suggest appropriate improvements
o To ensure that credit policies are implemented and closely monitor the customers' receivables
o To be aware of and report on competitive activities trends and developments and plan any activities to counter the same
o To ensure in outlet merchandising standards through trade visits and monitor through the Territory Sales-In-Charges
o To plan and monitor the placement of signage and cooler in the designated territory
o To provide leadership, motivation and control so that the franchisee and sales teams works as result-oriented and well-motivated teams
o To evaluate the performance and professional skills of the Territory Sales-In-Charges and the larger franchisee and distribution teams to recommend training, hiring and de-hiring needs
o To develop team through OTJ and classroom training as well as close engagement through regular Reward and Recognition initiatives
4. Measures of performance (can be year specific depending on organisational / functional priorities)
5. Organisation relationships and accountabilities
o Knowledge & skills :
o Competencies :
Leading Consumer durable company in water purification.