JOB TITLE: Area Sales Executive 

REPORTS TO: Area Sales Manager

DEPARTMENT: Sales FMCG

JOB PURPOSE :

To drive primary sales, secondary sales and market presence in defined markets, to manage the Distributor network, and to lead the DSMs & Sales Officers to achieve desired sales objectives

DIMENSIONS OF THIS ROLE :

- Geographical area: Districts within a State

- Sales turnover

- Manpower: Handling of SO & DSM

- Distribution: Appointing & managing SS/Distributors, covering markets and servicing retail outlets with the help of SO/DMSs

- Internal Customers : ASM, Depot

- External customers : Wholesaler, Retail outlets, DSMs

KEY RESPONSIBILITIES :

Sales Focus :

- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands

- Sales target setting and monitoring for Distributors, SOs & DSMs at a Town / Beat level

- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations

- Sales projection for distribution business

Area & Business Planning :

- Identify potential towns & appoint distributors in line with business strategy

- Plan & allocate DSM's basis market potential

- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise

- Conduct Gate Meetings for all DSM's every week and review area performance.

- Work with DSM/SO's in both local and UPC markets for atleast 23 days with minimum 10 days in UPC and doing FC to LC for all market working days.

- Ensuring proper usage of Bizom and using its data for driving team's efficiency.

Distribution Management :

- Ensuring quality of market coverage through effective use of SO/DSM and distribution network

- Develop and ensure implementation of Distribution plan across distributor territories

- Ensure category availability, visibility/merchandising & freshness (Stock rotation)

- Ensure that the SOs/DSMs are servicing the market regularly and maintaining right visibility in stores serviced by them

- Formulate and ensure implementation of trade schemes & promotions

- Support customer activation initiatives planned for the area.

- Competition tracking & providing inputs to the ASM.

- Educate and train the distributors on DPPCL systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled by DPPCL within specified time limits.

- Tracking and reporting of db closing stocks.

Administration Responsibilities :

- Provide administrative support to the Head Office through timely and accurate reporting to Regional MIS Team

- Monitor competitor activity and ensure timely reporting of the same

- Ensure timely submission of claims for the area

People management and development :

- Facilitate hiring & induction of SO's & DSMs

- Educate/train SO/DSMs on BIZOM usage

- Drive SOs/DSMs on their Monthly Incentive Targets/Parameters

- Enhance SO/DSM effectiveness through training & coaching

- Management of SO/DSM working (PJP, Itinerary, expenses etc)

- Periodic review of SO/DSM performance and feedback

- DSM retention through high engagement and motivation

Reporting :

- Daily sales/activity report

- JCM reports on area performance

- Other relevant reports

Code of conduct and compliance to stat / regulatory norms :

- Adherence to code of conduct

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

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