Reporting - Area Sales Manager

Job Profile :

- Handling distributors and team of DSR

- Handling huge turnover.

- Achieving targets on monthly basis.

- Identifying and networking with financially strong and reliable distributors, resulting in increased market penetration & improved market share.

- Minimizing expires in the market.

- Ensuring proper ROI to business partners.

- Timely competitor analysis and taking action by escalating the competition action.

- 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, at a 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 ISR's basis market potential

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

Distribution Management :

- Ensuring quality of market coverage through effective use of PSR and distribution network

- Develop and ensure implementation of Distribution plan across distributor territories

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

- Formulate and ensure implementation of trade & consumer promotion plans

- Support micro marketing/ customer activation initiatives planned for the area.

- Competition tracking & providing inputs to the ASM

Distributor Management :

- Educate and train the SD on Midas & Minet systems & processes

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

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

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

People management and development :

- Enhance PSR effectiveness through training & coaching

- Management of ISR, PSR working (PJP, Itinerary, expenses etc)

- Periodic review of ISR, PSR performance and feedback

- ISR, PSR retention through high engagement and motivation

Reporting :

- Daily activity report

- Reports on area performance- Rural Pivot

- Retail Audit & Retail Universe update

- Other relevant forms

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