Qualification / Experience (No. of years & type) /Age

- MBA Marketing

- Minimum of 5 to 10 years of work experience preferably from FMCG companies

Key Deliverables of the Role

1. Sales Performance:

A. Translates the annual sales plan into quarterly and monthly, weekly operational plans and develop, on an aerial scale, sales targets and volume goals for each product/brand, in conference with the Regional Sales Manager.

B. Receives finalized Sales Plan, compiles and communicates to Territory Sales leads.

C. Plans, organizes, implements sales programs for the area handled and is responsible for achieving overall sales objectives.

D. Positions new product line/brand in the assigned sales zone/markets by direct interaction with key Dealers and through Territory Sales leads channel and keeping track of the process.

E. Actively tracks sales movement of competitors- products and marketing activities through Territory Sales leads channel and marketing intelligence and communicate exception scenarios to RSM.

2. Pricing Management:

A. Communicates pricing internally and to customers in the area handled.

B. Monitors and evaluates pricing with customer and competitors in the region handled.

C. Maintains pricing, discount and rebate details.

3. Appointment of Distributor

A. Identifies and provide information of the Distributor in the territory handled and forward details to RSM for approval.

B. Collects documents and forwards to Sales commercial through RSM/RM for verification and creation of distributor account.

4. Manage Distributor, Orders & Schemes

A. Communicates information about schemes, discounts and Prices to the distributor.

B. Receives Distributor/Dealer orders and checks credit limit, forwards to sales billing for order processing.

C. Monitors movement of product at Distributor. along-with stock and market credit levels.

D. Manages Customer complaints and sales returns and ensures issue resolution.

E. In case of sales return, analyses reasons for return, inform Logistics to make a sales return order, receives goods back at Warehouse, inspects goods and documents reason for return.

5. Manage People

A. Prepares regularly daily / weekly and monthly activity plan and reports and suggests appropriate improvements to Territory Sales leads.

B. Provides leadership, motivation and control so that the Territory Sales leads work as result-oriented and well-motivated team.

C. Conducts random/ compulsory retail visit to get feedback and share feedback down the line of the product movement, sales force and marketing and positioning activities effectiveness

Key Competencies

- Leadership

 
- Customer Focus

- Problem Solving

- Presentation Skill

- Communication Skill

- Negotiation Skill

Reporting Relationships

- Upwards - Regional Sales Manager

- Downwards - All Territory Sales Managers.

Role Progression

- This role in due course can emerge to Regional Sales Manager Role

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.