Forme - Territory Sales Manager/Area Sales Manager (5-12 yrs)
Forme Communications Technology India Private Limited
UP, India
23d ago

Profile For ASM & TSM : RETAIL UNIVERSE Management


  • Coach DSE on how to capture RU & get the RU (RETAIL UNIVERSE) listing activity done
  • Verify that all RU details are correct & are updated regularly
  • Create Beat Plan for DSEs & ensure retail outlet coverage as per beat plan
  • Material Management Placement

  • Ensure availability of stock at MD and Retailer as per placement norms
  • Coach FOS & ensure retailer training on products, processes & policies to aid tertiary sales
  • Ensure tertiary sales registration by FOS / retailer through proper training of FOS.
  • Replenishment

  • Ensure retail replenishment as per the gap report & ensure secondary punching is done on the same day
  • Ensure regular primary billing to replenish MD stock - as per the market gap report
  • Manage Stock Ageing :

    Ageing at distributor level : Identify outlets where ageing stock (priority - EOL stock) can be placed and liquidated

    Ageing at retailer level : Track and redeploy the ageing stock. Seek market support from ZM for liquidating (if required)

    Price Drop

  • Ensure timely claim of PD by MD & that the claims are further passed on to the retailers
  • Stock Reconciliation

  • Physical stock at MD and Retail to be matched with system stock
  • Manage Returns :

  • Manage the returns (SRN) at MD and Retailer level
  • Retailer Credit Management

  • Coach and shift MD from Credit days to outlet Stock value for credit management.
  • Decide credit limit along with MD and FOS for each outlet & enroll retailer on the same
  • Monitor the credit exposure on a regular basis and take relevant action
  • BTL Management

  • Ensure out-shop and in-shop brand visibility
  • Ensure deployment of merchandising material at retail by fos or merchandiser
  • Ensure agreement with retailer for brand element deployment as per the policy
  • Ensure placement of demo / dummy as per norms at the outlet
  • Ensure retention of the deployed assets through regular monitoring and control
  • Scheme Management

  • Ensure timely scheme communication and enrollment for all MD and Retailer
  • Ensure regular updates on scheme status and timely communication of payout details
  • Resolve any issues pertaining to payouts and settlement at MD and Retailer level
  • Price Management ROP (RECOMANDED OPERATING PRICE) Enrolment and Adherence

  • Ensure ROP enrollment for all retailers & communication through updated price list
  • Hire and train the Mystery shoppers for ROP audits
  • Conduct timely audits for ROP through Mystery Shoppers & take corrective actions
  • Infiltration Control

  • Conduct random audits to ensure price hygiene and raise tickets in case of defaults
  • GTM planning and execution

  • Conduct product training for TL, FOS and MD
  • Identify eligible outlets and ensure product training at outlets
  • Ensure Placement of new model as per FPN (first placement norm)
  • Ensure new model BTL element deployment and scheme communication (if applicable)
  • MD lifecycle Management

  • Identify the need for new MD wherever required & appoint MD in all vacant territories
  • Ensure that you coach MD on products, policies, processes, systems and guidelines
  • MDperformance needs to be reviewed and communicated regularly
  • Ensure availability of adequate Infrastructure at MD & monitor MD ROI - take corrective action if required
  • Facilitate Channel finance whenever required
  • Ensure timely punching of NDC by MD, encourage MD to raise ticket at helpdesk and resolve all MD related issues for a healthy DSAT score (- DSAT- DEALER SATISFACTION)
  • Facilitate smooth exit of Channel partner
  • TL AND FOS Lifecycle Management

  • Identify the need for new TL AND FOS wherever required & appoint FOS in all vacant territories
  • Coach the TL & FOS on products, processes, systems, guidelines and policies
  • Ensure that TL & FOS follows all the processes & take corrective action in case of deviation
  • TL & FOS performance needs to be reviewed and communicated regularly. Take corrective actions if required through refresher training
  • Conduct Regular OJT with TL & FOS.
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