1. Sales planning and Execution :
Firm up sales plans for the month / quarter / annum with RSM
Ensuring right forecasting, volume / Value build up for the monthly numbers and clarity on Trade / marketing inputs
Communicating and aligning the plans with the Sales Team
Tracking and Monitoring of Sales plans on Daily / weekly basis
Monitoring Promo effectiveness on the SKU / brand (both Consumer / Trade Promo)
Identifying issues and opportunities at Brand / Category level looking at internal and external trends.
2. Building Distributor Infrastructure :
Closely monitoring Distributor infrastructure and its effectiveness
Proactively building infrastructure blueprint in line with sales growths and coverage objectives.
Identifying gaps in terms of investment,
infrastructure and work out corrective actions.
Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City / Channel.
Continuous focus on increasing availability of our Products
Increasing Direct Coverage with right benchmarks
Increasing Numerical Distribution by leveraging Channels
Driving sales efficiency metrics- ECO, TLS, Bills cut,LPB etc
Understanding the new emerging trends in FMCG distributive Trade.
Implementing Channel programmes and Visibility drives
Monitoring all key brand Activities of the month / quarter at the POP
DSR effectiveness in terms of key activities / programmes
Continuous focus on width and depth of our Brands as per the Channel spread
a) Providing Excellent service to the trade : PDP, Line
b) To manage his investments - Stock, Credit and Claims management as per agreed norms.
c) Quarterly ROI study and take corrective actions.
d) Building and developing AW / Distributor Crew.
e) Building relationship for a long term partnership.
a) Provides best in class service thro our AW / Distributor
b) Damage / Expiry stock management
c) Claim settlements as per the norms
5. Building and Developing Team
People planning as per span and channel specifications
Providing right directions on execution, sales and process orientation
Regular Sales performance review and feedback
Identifying skill / competency gaps and working out Development Action Plans
ref : updazz.com)